FSI Federal System Integrator Compute Sales Specialist

FSI Federal System Integrator Compute Sales Specialist

  

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

Job Description:

Sales Specialists & Consultants are product, services, software, or solution experts responsible for leading customer-facing pursuits. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline and use specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Manages several Federal System Integrators (FSI) accounts, ranging from large to small. Understands the Federal customer’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies, and challenges, and adds value by implementing HPE’s strategy. 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 for process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives.

Responsibilities:

• Responsible for creating and driving the sales pipeline within the federal government and system integrators.
• Has a keen understanding of Federal funding cycles and acquisition authorities/policies.
• Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
• Builds and maintains long-term relationships with key decision-makers, including government agencies and system integrators.
• Maintains knowledge of competitors in accounts to strategically position the company's products and services.
• Uses specialty expertise to seek out new opportunities and expand/enhance existing ones to build the pipeline and drive pursuit.
• Provides support to FSI and Federal Account Managers and offers input regarding business development and solution expertise.
• Develops quota objectives and future direction for defined product categories.
• Establishes a professional, consultative relationship with clients, including C-level personas, by developing a core understanding of their unique business needs within the federal government.
• Works with and leverages external partners to deliver sales.
• Directs or coordinates supporting sales activities.

Education and Experience Required:

• Due to the requirements of the role, US Citizenship is required.
• University or Bachelor's degree.
• FSI or Federal experience is preferred.
• Demonstrated achievement of success with progressively higher quotas, diversity of business customers, and higher-level customer interfaces.
• Extensive selling experience within the industry and on similar products.
• 8–12 years of advanced sales experience.
• 3–5 years of product sales with a major server vendor.
• Strong understanding of the federal government and system integrator landscapes is preferred.
• Expert in working with an indirect channel model.

Knowledge and Skills:

• Understanding of solution and outcome-based selling.
• Self-starter with the ability to ramp up quickly.
• Considered an expert in products, as well as competitor offerings, to sell large solutions.
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
• Applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
• Understands the role of IT within the federal government and how the company's solutions address specific challenges and cross-segment capabilities.
• Skilled in account planning and accurate account revenue forecasting.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor.
• Establishes a professional working relationship, up to the executive level, with clients.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating, and closing deals.
• Demonstrates high product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of product, solution, or service offerings, as well as competitor offerings.
• Understands how to leverage the company's portfolio to gain competitive advantage.
• Utilizes Salesforce expertly and accurately forecasts business.
• Understands and sells high-value software solutions.
• Skilled in selling services.
• Leverages services as part of strategic product sales.
• Maintains expertise in industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise in IT at all levels—new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.

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}

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.

#unitedstates

#sales

Job:

Sales

Job Level:

Expert

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $194,500.00 - $456,500.00

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.