Hybrid Cloud Sales Specialist
Hewlett Packard Enterprise
Auckland, Auckland
4d ago

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work.

What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values : partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry.

Some people call it an obsession, we call it a way of life.

What you need to know about the job

Hewlett Packard Enterprise (HPE), advances the way people live & work. We bring together the brightest minds to create breakthrough technology solutions, helping customers make their mark on the world.

Our innovative IT services organisation is HPE Pointnext. HPE Pointnext has the expertise to advise, integrate, & accelerate our customers’ outcomes from their digital transformation.

The digital era is well & truly here, disruption is all around & enterprises are struggling to navigate a path through the new digital world.

We at HPE believe that success in this new era is all about using the right mix of technology to meet specific business outcomes, from Core to Cloud to Edge.

Adapting to the new digital world requires transformation, but the journey can be fraught with risk.

We currently have an opportunity for a Hybrid Cloud Sales Specialist to join our Pointnext HCS business. This exciting opportunity will see you working for a premier cloud services function solving cutting-edge problems for a range of enterprises moving to a Multi-Cloud operating model with services consumed both privately & across AWS, Microsoft & Google cloud platforms.

Key Responsibilities : -

  • Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
  • Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's Hybrid Cloud Solutions and their relevance to the customer's priorities.

    Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their businesses cloud strategy in the short, medium, and long term.

    When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer.

    In order to create a transformational business value framework, industry knowledge is often essential.

  • Proactively builds and executes a plan to drive HPE Hybrid Cloud growth and profitability across HPE's portfolio, in a structured and recurring way.
  • Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.

    Formulates and presents cloud technology choices for the customer that will expand HPE's presence and margin in the account.

    Actively leverages HPE programs and tools (e.g. Executive Sponsors, Business Unit deal support, and supply chain programs) to improve business performance.

    Significantly contributes to internal reviews connected to deals and sales planning.

  • Proactively ensures a strong and rightsized cloud pipeline funnel. Leads and governs pipeline building activities for the account.
  • Identifies and develops high value opportunities for short, mid, and long-term success. Proactively leads early engagements.

    Accountable for deal closure. Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline.

    Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.

  • Fully owns the development and execution of a comprehensive Hybrid Cloud account business plan for defined accounts. Leads the collective effort to build and maintain both strategic and tactical elements of the plan.
  • Shares and aligns the plan with relevant stakeholders of the account

    Knowledge and Skills

    You have strong negotiation skills to drive deals to ensure successful closes and high win rate. You can translate product knowledge into customer's added business value and you can use your specialist knowledge to actively prospect within accounts to discover or cultivate sales opportunities.

    You are self-reliant and an effective team player at the same time. You want to build your understanding of the customer needs and also partner / channel knowledge

  • Drives Results : Shows strong will to win, is persistent in face of obstacles and has a clear results orientation. Proven track record in Cloud sales
  • Strategic Planning : Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
  • Sales Execution : Able to efficiently deliver on short term sales engagements and objectives.
  • Continuous Learning : Continuously and actively pursues own learning, and shares knowledge with team members.
  • IT Industry Acumen : Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
  • Network / Relationship Building : Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally;
  • understands and leverages the value of networks and collaboration.

  • Two-way communication : Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder.
  • Influencing and Negotiating : Understands and expertly leverages influencing and negotiation techniques.
  • Business Acumen : Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results.
  • Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning.

    Similar principles apply to public sector organizations.

  • Operational Excellence : Consistently able to show predictability and operational excellence both internally and externally.
  • Integrity : Acts with integrity throughout complex situations even if under pressure.
  • Vertical / Industry Knowledge Preferred : Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.
  • Consulting : Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.
  • Impact / Scope

  • Typically manages 1 to many accounts representing moderate to high revenue for HPE. One or more accounts may be a large multi-national or global account.
  • May manage a portion of a large Top Account, usually within an assigned geography.

  • Typically qualifies and closes large deals of moderate to high complexity and cross- BU scope.
  • Works with all levels of decision-makers in the customer organization, including C-Level.
  • Orchestrates regional pursuit resources for the account.
  • Participates in account investment decisions about pricing and resources
  • Complexity

  • Leads highly complex sales engagements, project management and coordination to meet customer deadlines.
  • Typically oversees engagements with cross-BU portfolio solutions
  • Join us and make your mark!

    We offer :

  • A competitive salary and extensive social benefits
  • Diverse and dynamic work environment
  • Work-life balance and support for career development
  • An amazing life inside the element! Want to know more about it?
  • Report this job

    Thank you for reporting this job!

    Your feedback will help us improve the quality of our services.

    My Email
    By clicking on "Continue", I give neuvoo consent to process my data and to send me email alerts, as detailed in neuvoo's Privacy Policy . I may withdraw my consent or unsubscribe at any time.
    Application form