Description

Private Cloud AI Sales Specialist

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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 varied 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:

This Position Resides in Connecticut and Massachusetts

The HPE Private Cloud AI (PCAI) Sales Specialist is a subject matter expert in positioning HPE Private Cloud AI, identifying and leading engagements with customers. This individual possesses Subject Matter Expert in the areas of AI Platforms & Generative AI and expertise in the AI use cases, outcomes and technology stack (HW, SW) as well as differentiation from Hyperscalers and traditional competitors. This Sales Specialist is brought into customer discussions to lead AI conversations supported by account managers, influencing the client and helping to close complex deals. They also leverage market data Propensity To Buy (PTB), expertise & time to uncover other potential opportunities and hunt for new logos.

This role has a preference to NYC, as this will be the main area this role is supporting, but may be open to the other locations listed on the req for qualified candidates.

Key Responsibilities

1. Strategic Sales & AI Evangelism

• Lead the AI Narrative: Serve as the primary lead for AI-specific engagements, positioning HPE Private Cloud AI, Data Fabric, and services to help customers execute on their desired business outcomes.
• Subject Matter Expertise: Demonstrate deep fluency in AI Platforms, Generative AI use cases, and the supporting technology stack (HW, SW, & services).
• Opportunity Hunting: Leverage market data, including Propensity To Buy (PTB) analytics, to uncover net-new opportunities and "hunt" for new logos within the territory as well as cross selling into existing install base accounts.
• Deal Structuring: Conceptualize and articulate targeted solutions-from initial proposal to contract sign-off-negotiating profitable deals that expand HPE's footprint.

2. Pipeline Management & Execution

• Overlay Collaboration: Actively prospect within assigned accounts in close cooperation with Account Managers, validating leads and prioritizing opportunities based on technical and business feasibility ("Qualify-in"/"Qualify-out").
• Pipeline Growth: rigorously manage the sales pipeline to ensure consistent revenue generation, upselling, and cross-selling of service attachments.
• Consultative Selling: Establish professional relationships with client executives, developing a core understanding of their unique industry challenges to guide their IT business decisions.

3. Ecosystem & Enablement

• Partner Collaboration: Work closely with channel partners and ISVs to extend reach and deliver comprehensive solutions.
• Internal Leadership: Interface with internal industry experts and product teams to anticipate customer needs and facilitate future solution development.
• Knowledge Transfer: Build sales readiness across the broader account teams by acting as a mentor and reducing the client learning curve regarding AI infrastructure.

Qualifications & Experience

• Experience: Typically requires 10+ years of advanced/technical sales experience, with a strong track record of quota over-achievement and managing complex, high-level customer relationships.
• Education: University or Bachelor's degree preferred.
• Technical Sales Background: Demonstrated exposure to the technical aspects of Hybrid Cloud, AI Hardware (GPU/Accelerators), AI / ML Ops Software stacks, data pipelines, aaS solutions, & managed services.
• Industry Knowledge: Detailed knowledge of key customer types, industry trends, and the competitive landscape.

Knowledge & Skills

• Competitive Differentiation: In-depth knowledge of HPE's offerings versus competitor and public cloud offerings, with the ability to articulate clear business advantages.
• Executive Presence: Solid communication and presentation skills, capable of engaging IT Managers, Directors, Data Scientists, ML engineers, and C-Suite executives.
• Solution Fluency: Ability to assess solution feasibility from both a technical and business perspective.
• Sales Mechanics: Expert in opportunity prospecting, pipeline management, and closing complex, multi-stakeholder deals.
• AI/ML Aptitude: A passion for understanding the evolving AI landscape, including Large Language Models (LLMs), Agentic & RAG architectures, and data sovereignty requirements.
• Bias to action: Ability to learn and get things done quickly, possess a strong sense of urgency
• Commitment to customer success: Obsess over the customer and ability to understand their desired business outcomes and structure a solution that allows them to meet their goals.
• Ability to drive strong partnerships: Partnership internally, externally, and with our customers will be critical to success in this role.

Additional Skills:

Accountability, Accountability, Active Learning, 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.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.

#unitedstates

#sales

Job:

Sales
Job Level:

Master

\"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
- United States of America: Annual Salary USD 245,500 - 507,000 in New York // 216,000 - 507,000 in Connecticut & Pennsylvania
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.\"

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global 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 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.

No Fees Notice & Recruitment Fraud Disclaimer

It has come to HPE's attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.

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