Hewlett Packard Enterprise Company Hiring for Aruba Channel Manager at Mumbai, India Full Time

Aruba Channel Manager Mumbai, Maharashtra

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At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.

What you need to know about the job

Job ID:1108554

Date Posted:2/28/2022

Primary Location:Mumbai, Maharashtra

Other Locations:Gurgaon, HARYANA, India

Job Category:Sales

Schedule:Full time

Shift:No shift premium (India)

Job Family Definition:

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, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities

Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.Maintains knowledge of competitors in account to strategically position the company’s products and services better.Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.Provide support to Account managers and provide input regarding business development and solution expertise.Development of quota objectives and future direction for defined product category.Some specialists also responsible for selling outsourcing deals.Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.May invest time working with and leveraging external partners to deliver sale.For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.Directs or coordinates supporting sales activities.

Education and Experience

University or Bachelor’s degree / directly related previous work experience.Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.Extensive selling experience within industry and on similar products.Typically 8-12 years of advanced sales experience.Project management skills required.2-3 years of product sales in the desired specialty.

Knowledge and Skills

Is considered an expert in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.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.Account planning and accurate account revenue forecasting skills.Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.Establishes a professional working relationship, up to the executive level, with the client.Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.Deep knowledge of products, solution or service offerings as well as competitor’s offerings.Understands how to leverage the company’s portfolio and change the playing field on our competitors.Utilizes Siebel as an expert and accurately forecasts business.Understands and sells high value software solutions.Understands selling of services sales.Leverages services as part of strategic product sales.Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

Impact/Scope

Works on the company’s larger accounts.May perform project management role.May invest time working external partners.Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.May develop business plan in conjunction with customer.Typically assigned higher than average quota.

Complexity

May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.Accounts may be international or global.Orchestrates the regional pursuit resources for the account.Typically assigned higher than average quota.Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.May perform project management role.Coordinates external partners.

1108554

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office

HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status