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:
Primary Responsibility:
To drive growth for Compute in the rapidly evolving AI Solutions opportunity in APAC. This role requires a proven track record of developing and driving AI-driven solutions business. The role requires being a key spokesperson and AI solution enabler for customers across APAC. The candidate will be responsible for identifying, developing and building strategic partnerships with key ISVs in this area and driving a GTM to address the opportunities in the market. The candidate should possess deep and current technology and industry knowledge, a strong network within the AI ecosystem, and exceptional communication skills.
- Business Development:Develop and execute comprehensive business development strategies to drive revenue growth for our AI optimized solutions. Identify and work with the countries to address key market segments and potential clients across various industries.Identify emerging trends, competitive landscapes, and customer needs and develop strategies to address the same.
- Sales Management:Build and maintain strong relationships with key ISVs , SI and partners in the AI ecosystem.Develop and deliver compelling presentations and proposals that effectively communicate the value proposition of our AI solutions.Manage the pipeline of qualified leads and work with country teams to drive closure Be a key evangelist and spokesperson for HPE's Compute AI solutions in the field
- Partner Management:Identify and develop key partnerships with ISV's, SI's, and other key players in the AI ecosystem.Develop and implement joint solutions and GTM plans with said partners. Add engage HPE Internal groups like A&PS , Hybrid solutions teams to drive solution readiness
- Others:Stay updated on the latest advancements in AI technology and industry trends.Provide regular reports on sales performance, pipeline status, competition and market insights.Provide regular team updates/enablement Provide feedback to product category and engineering teams based on customer and market insights.Work closely with other AI solution stakeholders with HPE to ensure a complete 360 degree view to the customer
Education and Experience Required:
- University or Bachelor's degree preferred.Directly related previous work experience.
- Demonstrated success in achieving progressively higher quota.
- Typically 7-10 years advanced sales experience required.
Knowledge and Skills:
- Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
- Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
- Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
- Negotiates and drives deals to ensure successful closes and high win rate.
- Broad understanding of the customer needs applies standard as well as creative solutions to meet those needs.
- Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
- Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Translate product knowledge into customer's added business value.
- Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
- Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
- Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
- Demonstrates high service knowledge and professionalism in researching and sharing service- related information with account teams and customers.
- Understand the channel and work an effective plan to increase sales with our partners.
- Regular use of Siebel updating deal profile and forecasting accurately.
- Understands services as part of strategic product sales.
- Good prioritization and delegation skills in order to focus on the key client opportunities.Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
