AI Software Seller

Key Skills

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

Job Description

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice to make decisions on complex business issues.

Responsibilities:

• Sources and develops new opportunities and expands and enhances existing opportunities to build and manage the pipeline in AI/ML/Deep Learning solution area.
• Lead and coordinate the sales process for AI/ML/Deep Learning software sales.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish 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 closings.
• Work closely with account managers and HPC/AI teams, providing technical expertise and support.
• Grow contractual renewals.
• Interface with both internal and external/industry experts to anticipate prospect needs and facilitate solutions development.
• Build sales readiness and reduce prospect learning curve through effective knowledge transfer in areas of AI/ML/Deep Learning.
• Develop and implement a sales strategy against assigned list of targeted accounts or assigned area.
• Develop a deep understanding of, and effectively articulate, the HPE

  AI-at-Scale offerings and value propositions in the market.

• Constantly be focused upon outbound prospecting/pipeline generation to ensure long-term success.
• Interact with and leverage the AI-at-Scale Account Development Executives and Go-to-Market teams to improve sales velocity, grow pipeline, hone messaging, request new content, and advise strategy.
• Effectively lead and coordinate the sales process for AI/ML/Deep Learning software sales.
• Meet quarterly and annual sales objectives.
• Provide updates on all active accounts and report on sales, activities, status, and progress on a weekly basis.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• 5-8 years advanced sales experience required overall.
• 3+ years of experience managing an entire software sales cycle with an AI/ML, Data Science, or related product.
• Experience with selling to Data Science and Machine Learning personas
• Demonstrated ability to prospect, develop and close complex sales with Enterprise prospects.
• Experience with the Challenger Sales Methodology.

Knowledge and Skills:

• Demonstrated sales grit.
• Possess natural curiosity.
• Possess high EQ.
• Capable of engaging in both technical and business conversations at multiple levels of the organization, including with Director/C/VP level people in AI/Machine Learning/Deep Learning.
• Deep knowledge of products, solution, or service offerings as well as competitor's offerings in the AI/ML space.
• 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 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.
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating, and closing deals.
• Translate product knowledge into prospect'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.
• Keen understand of managing software proof-of-value and proof-of-concept effort within the sales process.
• Adept at developing solution business case and orchestrating overall prospect decision cycle.
• Good prioritization and delegation skills to focus on the key prospect opportunities.
• Ability to work at both a tactical and strategic level.
• Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.
• Strong understanding of business technical requirements, challenges, and existing technology stacks
• Excellent communication and organization skills.

aiatscale

Additional Skills:

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, Long Term Planning, Managing Ambiguity (+ 6 more)

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:

Sales

Job Level:

Specialist

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.

Annual Salary: $135,600.00 - $304,800.00

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. Please click here: Equal Employment Opportunity.