Cloud Advisory and Professional Service Sales Job Description: Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.At Hewlett Packard Enterprise (HPE), we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. Our legacy inspires us as we forge ahead, focused and dedicated to helping our customers make their mark on the world. What sets us apart? Our people. Our peoples relentless commitment to partner, innovate, and act. If solving the worlds biggest technology challenges sounds like the right career path for you, read on.Were looking for a Cloud Advisory and Professional Service Sales.Drives business performance for HPE's Cloud Advisory and Professional Services portfolio (formerly CTP) and services for Public and Hybrid Cloud solutions.Acts as the account lead for Cloud / Hybrid IT Advisory and Professional Services within a given geographical territory (MidAtlantic and Southeast US) for HPE's Cloud Services and/or assigned to one or several larger accounts.Understands the customers IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPEs strategy.Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPEs presence in the account. Constantly develops information technology industry knowledge to position HPEs services in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customers advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.ResponsibilitiesArticulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer. In order to create a transformational business value framework, industry knowledge is often essential.Proactively builds and executes a plan to drive growth and profitability across HPE's Cloud Advisory and Professional Services business, in a structured and recurring way. Significantly contributes to internal reviews connected to deals and sales planning.Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Identifies and develops high value opportunities for short, mid, and long term success. Accountable for deal closure for Cloud A services.Knowingly invests in maintaining and developing a professional relationship network within the territory to maximize efficiency and effectiveness for HPE. Builds influential relationships with executives including the C-level when necessary. Proactively defines an effective engagement model with the customer's key influencers and decision makers.Develops and maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account.Constantly develops and updates expertise in IT technology. Engages effectively with key account CTO/CIOs. Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.Qualifications:Education and Experience - Experience selling professional services or cloud services related to AWS, Azure, or GCP Cloud solutions.Experience in Big Data, software sales, IT services, digital business, information security, and professional services desired.Typically 8-12+ years account management experience.Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus.(Extraordinarily) strong track record of account management and sales performance.Experience in different sales roles is a plus.University or Bachelor's Degree preferred, or equivalent experience.Knowledge and Skills Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.Continuous Learning: Continuously and actively pursues own learning, and shares knowledge with team members.IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; understands and leverages the value of networks and collaboration.Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder.Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques.Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.Operational Excellence: Consistently able to show predictability and operational excellence both internally and externally.Integrity: Acts with integrity throughout complex situations even if under pressure.Consulting: Can synthesize a number of