AI & HPC Sales Specialist

Key Skills

Aartificial intelligence, Data science techniques, Effective communication skills, High performance computing- HPC, IT, Machine learning techniques, Planning and organization

Job Description

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.

AI is a high-growth market for HPE, and we believe we are uniquely suited to bring our end-to-end technologies spanning compute technologies from Edge to Cloud, purpose-built AI software, interconnect, and services, to support our customers’ AI journey. This is an incredibly exciting time to join a dynamic and rapidly growing team where you can play a key role in understanding the needs of our customers and enabling them to deliver their mission critical AI initiatives.

HPC/AI Sales Specialist Hunting - Responsibilities:

• Finds and capitalises on opportunities covering list of hunting accounts, industry verticals and net new logos
• Focuses on calling broad range of customer personas from IT decision makers to Data Scientists and ML Engineers
• Leads with differentiating IP in terms of HPC/AI solutions and GreenLake Platforms
• Articulates HPE’s point of view in mega trends such as Generative AI, Data and Hybrid Cloud.
• Based on advisory led approach, shapes customer decision making criteria and guides to HPE’s differentiation portfolio (HPC/AI software stack, workload optimized infrastructure and as-a-service offerings)
• Addresses new personas (e.g. Data Scientists, ML Developers) in existing HPE customers and/or new logos for HPE
• Develops and implements a sales strategy against list of hunting accounts, industry verticals and net new logos
• Develop a deep understanding of, and effectively articulate, the HPE AI-at-Scale offerings and value propositions
• Develops pursuit plans and manage pipeline
• Establishes a professional, working, and consultative, relationship with the prospect, by developing a core understanding of the unique business needs of the prospect within their industry.
• Drives proposal development, negotiations, and deal closure
• Maintains knowledge of competitors in account, to strategically position the HPE’s HPC/AI solutions and GreenLake Platforms
• Interfaces with both internal and external/industry experts to anticipate prospect needs
• Constantly focuses on outbound prospecting/pipeline generation to ensure long-term success
• Partners with Enterprise Account Managers, Client Specialists, Cloud Services, Services and Ezmeral team to define winning strategies
• Achieves attainable quota on quarterly and annual sales objectives

Education and Experience Required

• University or Bachelor's degree preferred.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• 5-8 years advanced sales experience required overall.
• Experience with selling to Data Science and Machine Learning personas
• Demonstrated ability to prospect, develop and close complex sales with Enterprise prospects.
• Challenger Sales attitude (Utilise customer insights to tailor messages, take control of the selling and create constructive tension)

Knowledge and Skills:

• Demonstrate sales grit and determination
• Possesses natural curiosity
• Capable of engaging in both technical and business conversations at multiple levels of the organization, including Director/C/VP level across IT and AI/Machine Learning/Deep Learning.
• Possesses deep knowledge of products, solution, or service offerings as well as competitor's offerings
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
• Understands the role of AI/ML and HPC related personas 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
• Leads with outcome-based selling and Challenger Methodology
• Builds thought leadership and performs trusted advisor role with customers around HPC, Data and AI

• Experience working in a dynamic international environment with interfaces to competency centers, product management, etc.
• Continuous learning about technology and industry trends
• Translates product knowledge into prospect's added business value.
• Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Strong understanding of business technical requirements, challenges, and existing technology stacks
• Ability to work at both a tactical and strategic level.
• Must possess a positive, can-do, self-starter mentality in a highly collaborative atmosphere
• Excellent communication and organization skills

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?

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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.