AI Software Sales Specialist

Key Skills

Aartificial intelligence, Data science techniques, Deep Learning, Machine learning techniques, Sales

Job Description

Sales Specialists & Consultants are product, services, software, or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, drive, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account. Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope.

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.
• 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:

• 2+ years of experience managing an entire software sales cycle with an AI/ML, Data Science, or related product, IS A MUST.
• University or Bachelor's degree preferred.
• Demonstrated success in achieving progressively higher quota.
• 5-8 years advanced sales experience required overall.
• 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.
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating, and closing deals.
• Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off.
• 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.