Hybrid Solutions Sales Consultant - Spanish Speaker

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Job Family Definition:

Sales Specialists & Consultants are product, services, software or solution specialists responsible for leading pursuits in their assigned focus areas. Collaborates with and supports account managers and provides specialist expertise to the sales team. Drives proactive campaigns to build the pipeline and uses specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. They may have named accounts allocated, cover a designated geography or be allocated to one high-potential, competitive attack account. 

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine the best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees.

The Services Sales Consultant 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 service value proposition and how customers assign service contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services Consultant develops consultative customer proposals, tailoring strategies and solutions to meet the customer's needs. 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.

2-3 years of product sales in the desired specialty.

Responsibilities:

Responsible for creating and driving their sales pipeline in specific hunting (new logos) territory. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.Maintains knowledge of competitors to strategically position the company's products and services better.Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.Provide support to Account managers and provide input regarding business development and solution expertise.Development of quota objectives and future direction for defined product categories.Some specialists are also responsible for selling outsourcing deals.Establish a professional, working, and consultative relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the client's unique business needs within their industry.May invest time working with and leveraging external partners to deliver sale.For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.Directs or coordinates supporting sales activities.

Education and Experience Required:

University or Bachelor's degree Directly related to previous work experience.Demonstrated achievement of progressively higher quota, diversity of business customers, and higher level customer interface.Greenlake selling experience and/or on similar products – hybrid or public cloud, SaaS, cybersecurity.Native in Spanish and fluent in English

Knowledge and Skills:

Proven sales experience and hunting mentality – self-driven and ambitious.Persistence and Resilience - the ability to handle rejection and keep moving forward with new strategies to win the account and persistence in following up and re-engaging prospects over time.Can handle prolonged periods of uncertainty, navigating internal corporate pushbacks or long decision-making processes without losing motivationAutonomy in Work: take the initiative to prospect, find new accounts, and strategize their outreach. Be proactive in understanding client needs and seek out opportunities before they’re presented to them.Goal-oriented: set ambitious personal goals (revenue, number of new accounts, meetings, etc.) and consistently work towards achieving them without external pressure. Ensure drive comes from within and continuously push to exceed targets.Adaptation and Innovation: explore new tools, sales tactics, or learning opportunities to stay ahead of the competition.Comfort with pricing discussions, contract terms, and understanding the full lifecycle of the sales process.Ability to find mutually beneficial solutions when negotiating with clients.Able to spot opportunities where technology can disrupt a prospect’s current infrastructure or operations.Hunger for success so as to look for opportunities to expand within existing accounts and always seek larger, high-value opportunities.With a competitive nature to thrive in competitive environments, always striving to outperform their peers.Strong prospecting skills and ability to generate leads using a variety of channels (e.g., cold calling, LinkedIn, email campaigns).Proficient in managing the sales pipeline, tracking progress, and keeping deals moving forward.Is considered an expert in knowledge of products, solutions or service offerings as well as competitor's offerings to be able to sell large solutions.Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.Understands and applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.Understands the role of IT withinthe area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.Account planning and accurate account revenue forecasting skills.Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.Establishes a professional working relationship, up to the executive level, with the client.Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating, and closing deals.Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.Understand how to leverage the company's portfolio and change the playing field with our competitors.Utilizes Salesforce as an expert and accurately forecasts business.Understands and sells high-value software solutions.Understands selling of services sales.Leverages services as part of strategic product sales.Maintain expertise in industry trends, associated solutions, and key partner/ISV solutions.Maintains expertise in IT at all levels - new applications, maintenance, typical budgets of the CIOs, typical objectives, measures, mand etrics.

Education and Experience Required:

University or Bachelor's degree Directly related to previous work experience.Demonstrated achievement of progressively higher quota, diversity of business customers, and higher level customer interface.Extensive selling experience within the industry and on similar products.Typically 4+ years of advanced sales experience, especially in hunting positions.Project management skills required.Language Spanish Native, English Advanced4+ years of product sales in the desired specialty.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

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Job:

Sales

Job Level:

Expert

    

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.