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Collaborates with and supports AI Software Specialists and Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect and qualify opportunities.
Targets accounts for sales opportunity pipeline generation efforts. Actively plans and prospects into accounts via outreach, discover calls and opens initially qualified opportunities.
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.
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 account prospecting and targeting efforts.
- Brainstorm, research, and evaluate vertical industry segments for AI/ML/Deep Learning use cases and typical pain points.
- Maintains knowledge of competitors in account to strategically position the company's products and services better.
- Work closely with AI Software Specialists and Account Managers in account targeting to improve sales velocity, grow pipeline.
- Develop and implement a prospecting 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.
- Meet quarterly role metrics for pipeline generation activities.
- Provide updates on all active accounts and report on activities and progress on a weekly basis.
About you
Education and experience required
- University or Bachelor's degree preferred.
- Demonstrated success in achieving pipeline generation metrics.
- Previous sales experience in Sales Development, Business Development or equivalent role with an AI/ML, Data Science, or related product.
- Experience with prospecting to Enterprise accounts preferred.
- Experience with the Challenger Sales Methodology a significant plus.
Knowledge and skills
- Demonstrated sales grit -- Be ready to continuously learn and drive through anything.
- Ability to conduct discovery calls and initially qualify.
- Ability to find prospect pain points.
- Ability to present A/IML-base solutions.
- Ability to connect and develop strong relationships.
- Desire to help build a world-class sales organization.
- Willingness to take ownership and execute.
- Possess natural curiosity.
- Possess high EQ.
- Capable of engaging in both technical and business conversations at multiple levels of the organization, including with Director/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 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.
- Translate product knowledge into prospect's added business value.
- Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
- Good prioritization skills to focus on the key prospecting targets.
- Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.
- Excellent communication and organization skills.
- Ability to conduct discovery calls and initially qualify.
- Ability to find prospect pain points.
- Ability to present A/IML-base solutions.
- Ability to connect and develop strong relationships.
- Desire to help build a world-class sales organization.
- Willingness to take ownership and execute.
Join us and make your mark!
What 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?
Then let’s stay connected!
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.
