EMEA CPO - Inside Sales Rep in Erskine

This role has been designed as ‘Hybrid’ with an expectation that you will work 2 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:

The HPEFS CPO Digital Sales Rep will be based out of one of our HPE Hub’s. They will work closely with our HPEFS Strategic and Growth Sales Teams, and our HPE Sales Teams across HPE. Aligned to the HPEFS Global Asset Management Digital Sales Team in HPEFS. Working with EMEA countries and English speaking and ideally fluent in Italian/Spanish or French. This position works closely with our HPE Sales team. Developing strategies to meet and exceed sales targets, and been programmatic with a Hunter mentality in driving new customer logos and expanding and developing with a current install base of unassigned customers. Working closely with the WW CPO manager and CPO specialist Field Account Manager.

Responsibilities:

• Seek out new opportunities and expand on existing opportunities to build and manage the pipeline and base of customers focused on HPE Pre-Owned Solutions.
• Maintain knowledge of competitors in account to strategically position HPE's and HPEFS products and services.
• Develop account business plans.
• Establish a professional, working, and consultative relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Contribute to proposal development, negotiations and deal closings.
• Work closely with and support account executive, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

Scope and Impact:

• Manage sales efforts in a defined account segment and meet or exceed all assigned targets.
• Build opportunity pipeline, lead engagement process with customer and HPE and HPEFS colleagues, negotiate terms and develop Statement of Work documents.
• Work with engagement managers to ensure a seamless transition of all opportunities.
• Work with the HPE Services HPE ONE Lead Program to drive new business.
• Build strong relationships with senior executives at client firms, industry leaders and partners.
• Develop and maintain a strong understanding of the Certified Pre-Owned market and understand the economics of Pre-Owned equipment technology concepts.
• Develop and maintain relationships with HPE cross-functional counterparts in other HPE field organizations, specifically but not limited to HPE Financial Services Sales, HPE Sales and HPI Sales and working with our Pre-Sales teams.

Education and Experience Required:

• Digital/Inside Sales Experience, preferably within a digital or technology-focused environment.
• Proven track record in delivering business results from a sales or business development perspective.
• Experience in working and the understanding of the HPEFS Asset Management business.
• Extensive experience in the area of sales, sales governance.
• University or Bachelor's degree; advanced or Master's degree preferred.
• Typically 1-5 years Digital sales or pre-sales/Solution Architect experience.
• Achieves financial results within a business level.
• Fluent also in German/Spanish or French would be preferable.

Knowledge and Skills Required:

• Expert knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions in the HPE Certified Pre-Owned.
• Understanding the value proposition, financial, operational, business risk, and sustainability objectives of HPEFS.
• Understanding of the industry and market segment in which key accounts are situated and integration into consultative selling approaches.
• Familiarity with financial solutions associated with IT Certified Pre-Owned.
• Account planning and accurate account revenue forecasting skills.

Competencies:

• Strong presentation, sales, negotiation, communication and influencing skills.
• Having technical knowledge of HPE Products is an advantage, if you have worked in Sales or Pre-Sales.
• Knowledge of key IT industry trends and understanding of IT products.
• Demonstrated creativity in the development of end-to-end custom solutions to diverse customer needs, to include requirements documents, statements of work and contract agreements.
• Sales Strategy and Execution - Performance and Metrics.
• Process Improvement & Innovation.
• Collaboration and Communication.

Additional Skills:

• 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.

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.

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