Storage Sales Account Manager This role has been designed as ''Onsite' with an expectation that you will primarily work from an HPE office. Who We Are: 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. : Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyse, 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. Your Key Responsibilities: Responsible for sales of storage products and solutions in assigned territory, industry or accounts. Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities. Creates and drives the storage sales pipeline Contributes to development of quota objectives and future direction for storage product lines. Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions. Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals. Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry. Works with clients up to and including the C-level for mid-to-large accounts. Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services. Acts as a trusted storage solutions consultant for the slated accounts/region. Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate. Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers Actively generates customer interest and anticipates customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business. Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs. Participates in deep-dive discussions and evaluates customer's current business needs and desired end-state infrastructure solution to translate the technical view into the implementation view and determine implementation steps necessary to meet complex technical requirements. Delivers in-depth comparative analysis of alternative proposals to meet complex technical solution requirements. Maintains excellent communication with customer, with key focus on IT managers, administrators, and specialists. Uses pipeline insights to prioritize high potential deal pursuit activities with appropriate resource investment. Communicates to the account team the tangible offer value in terms of financial return and achievement of business goals. Provides direction and guidance to improve processes and establish policies. Works with partners to enable and build their alignment to HPE Storage technologies and accelerate channel business. Assesses the impact of new technologies on the company's technical solution portfolio and translates this understanding into practice and knowledge sharing activities for broader presales peers, account managers and partners. Actively monitors competitive activities and their client advocates within accounts to anticipate and plans for competitive threats. Increases the company share of wallet through competitive takeout, demonstrating technical superiority, and leveraging other company services for better TCO/ROI. About You: 6-10 years of storage experience. Demonstrates passion and hunger to actively pursue solution opportunities in acquisition and development accounts and to pursue new business. Possesses the ability to independently articulate not only the technical solution but also the commercial benefits to the client. Possesses knowledge of digital and modern methods to connect and sell. Uses deep storage knowledge to actively prospects within accounts to find or create sales opportunities. Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions. Understands the outside-iIn view and possesses deep knowledge of industry trends. Stays abreast of competitors and key partner/ISV solutions, including both traditional and emerging vendors. Leverages HPE's opportunities and mitigates challenges. Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities. Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition. Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling. Possesses the ability to leverage the company's product portfolio and services to up sell. Possesses deep expertise of end- to- end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional & modern applications and change the playing field on our competitors 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. australia storage Job: Sales Job Level: Expert 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. Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.