• HPE Private Cloud Sales Specialists are subject matter experts in positioning HPE Private Cloud AI; identifying and leading engagements with customers
• Subject Matter Expert in the area AI Platforms & Generative AI and have expertise in the AI use cases, outcomes and technology stack (HW, SW) as well as differentiation from Hyperscalers and traditional competitors
• They are brought into customer discussions to lead AI conversations supported by Client Specialist, influencing the client and helping to close complex deals. They also leverage market data (PTB), expertise & time to uncover other potential opportunities and hunt for new logos
• The Private Cloud AI Sales Specialist is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account. The position requires a solid understanding of the services value proposition
• The Private Cloud AI Sales Specialist develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer’s business challenges /objectives to provide value added services and solutions. In some instances these specialists may also be responsible for outsourcing deals
• Leverages PTB data to target and prioritize opportunities in collaboration with Primary Seller, creating a plan
• Be the expert for the Private Cloud AI solution, conduct account and industry research to position PCAI
• Drives initial AI customer conversation and validates PCAI opportunity ,covering AI use cases and technical knowledge to position PCAI
• Is NOT a solution engineer but IS knowledgeable in technical aspects of PCAI HW & SW
• Position PCAI with all AI personas: technical/SW personas (CDO, MLOps, AI/ML Engineer, Data Scientist), outcome-driven personas (CEO, CTO, LOB) and ITDMs (CIO, VP Infrastructure)
• Provides next steps and alternatives for opportunity follow up
• Partners with Ecosystem: Channel, GSI, and SDP’s
• Develops long term sales pipeline to increase the company’s market share in specialized area
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
• Provide support to the Account managers
• Set direction for business development and solution replication
• Creates and grows reference customers
• Sell complex products or solutions to customers on a partnership basis
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
• Contribute to enduring executive relationships that establish the company’s consultative professionalism and promote its total solution capabilities
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives
• Management Level Definition:
• Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization’s long-term goals and objectives
• May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower-level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function

Benefits

• Subsidized health insurance, retirement programs and paid time off, including an industry-leading maternity and paternity leave package
• The chance to earn an annual bonus based on performance
• A hybrid, flexible work model that ensures connectivity, a commitment to our culture and continued impact for team members
• Recognition for your contributions, and potential participation in long-term incentives like annual equity awards
• Opportunities for personal and professional development to help you reach your career goals

• Considered a mentor of selling strategy, including designing strategy
• Typically 3 - 5 years of related sales experience
• Directly related previous work experience
• University or Bachelor’s degree; Advanced University or MBA preferred
• Viewed as expert in given field by company and customer
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher-level customer interface
• Prior selling experience includes multiple, diverse set of selling responsibilities
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy
• Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
• Promotes services as part of all strategic opportunities
• Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution
• Demonstrates the ability to leverage the company’s portfolio of products and services to change the playing field against our competition
• Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
• In-depth knowledge of client’s business, organizational structure, business processes and financial structure
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
• Considerable knowledge of the customer’s infrastructure and architecture
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements
• Understands the leverage of services as part of strategic portfolio of products
• Understand and sells high value software solutions
• Successful partner engagement experience, works effectively with our partners to drive additional revenue
• Excellent project oversight skills
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions