HPE Greenlake Sales Specialist

HPE Greenlake Sales SpecialistThis role has been designed as 'Hybrid' with an expectation that you will work on average 2 days per week 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 varied 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.

Job Description:

Job Family Definition Sales Specialists & Consultants are product, services, software, and solution experts responsible for leading pursuits in their focus area. This role collaborates with and supports Account Managers, providing specialist expertise throughout the sales cycle. It drives proactive campaigns to build pipeline, and uses consultative selling and technical credibility to prospect, qualify, negotiate, and close opportunities. The Specialist may work across named accounts, a designated geography, or a single strategic/competitive account. Management Level Definition Applies developed subject-matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope; may lead projects or act as a team lead, facilitating information validation and decision-making processes. Exercises independent judgment to identify and select solutions. Capable of handling unique situations; may seek guidance for highly complex issues. Role Overview The Cloud & As-a-Service Sales Specialist is responsible for selling cloud services and technology management services (IaaS/PaaS/SaaS/XaaS) to end customers and partners, focusing on new business, expansions, and renewals. This role blends commercial ownership (pipeline, quota, closing) with technical consultation (requirements discovery, solution design, RFP leadership), guiding customers through cloud adoption and modernization with clear business value. Key Responsibilities 1) Sales & Business Development

• Seek out, develop, and expand opportunities to build and manage a robust pipeline in Cloud/XaaS.
• Create pursuit plans and ensure alignment with Account Managers and broader account strategies.
• Maintain competitive intelligence within accounts to position our portfolio effectively.
• Lead deal strategy and negotiations, ensuring successful closes and high win rates.
• Drives expansions and protect/ grow total contract value.

2) Opportunity Analysis & Consultative Discovery

• Gather and assess customer business and technical requirements; identify related/adjacent needs for lead generation and opportunity expansion.
• Identify required project steps, stakeholders, risks, and probable competitors; assess company strengths versus alternatives.
• Translate complex customer needs into a clear value hypothesis, ROI/TCO narrative, and executive-ready messaging.

3) Solution Planning & Technical Design Leadership

• Architect appropriate technical solutions aligned to business outcomes (current and future fit).
• Develop implementation plans, timelines, and success criteria; anticipate potential delivery challenges and mitigation.
• Take end-to-end ownership of RFP/RFI/RFQ responses, coordinating inputs across product, services, finance, and legal.
• Contribute thought leadership (e.g., whitepapers, reference architectures, industry POVs) in area of expertise.

4) Executive Customer Engagement

• Build trusted relationships with executive management and C-level stakeholders.
• Act as a Cloud Subject Matter Expert, linking cloud concepts to adjacent technology areas (security, networking, data/AI, DevOps, FinOps).
• Deliver sales presentations, lead solution discussions, and provide customer enablement/training as needed.
• Advance opportunities using consultative selling techniques; build loyalty as a trusted advisor with strong industry acumen.

5) Teaming, Handover & Partner Ecosystem

• Work closely with Account Managers, Solution Architects, Product Specialists, Delivery, and Marketing to orchestrate the full sales cycle.
• Facilitate smooth transition from sales to implementation, ensuring delivery teams are oriented to design intent and success measures.
• Transfer knowledge to peers; mentor on Cloud/XaaS best practices.
• Engage partners/ISVs with a plan to increase coverage and attached value; leverage channel ecosystems effectively.

6) Sales Operations & Governance

• Maintain accurate CRM hygiene (e.g., Salesforce): pipeline entries, stage progression, deal profiles, and forecast accuracy.
• Contribute to proposal development, pricing, commercial structuring, and risk management.
• Build sales readiness and reduce client learning curves through effective knowledge transfer and enablement assets.

Education & Experience

• Bachelor's degree (Technical or Business); advanced coursework or certifications preferred.
• 5–8 years progressive experience in technology sales and/or technical consultative selling—ideally in Cloud/XaaS.
• Demonstrated quota attainment and success leading complex solution sales cycles.
• Experience in vertical industries (e.g., financial services, public sector, manufacturing, retail, healthcare) is a plus.

Knowledge & Skills

• Deep knowledge of cloud services/offerings and competitor landscape; able to position and differentiate expansive solutions.
• Strong understanding of IaaS, PaaS, SaaS, hybrid cloud, security, networking, application modernization, and cost/consumption models.
• Skilled in consultative selling, discovery, and executive storytelling; translates product/technical features into business value.
• Deal leadership: prospecting, pursuit planning, solution design coordination, negotiation, closing.
• Broad understanding of industry trends and partner/ISV solutions; leverages ecosystem for scale and speed.
• Business acumen: applies financial/accounting concepts (CAPEX/OPEX, NPV, payback, TCO/ROI) to justify investments.
• Excellent communication and presentation skills; tailors messaging to technical and business stakeholders up to C-level.
• Strong prioritization and delegation; manages multiple pursuits with clarity and discipline.

Tools & Certifications (Preferred)

• CRM: Salesforce/Siebel; CPQ, proposal/RFP platforms; Excel/Finance modeling.
• Cloud fundamentals or practitioner-level certifications, FinOps foundations, ITIL are advantageous.

Competencies

• Customer Obsession 
  • Consultative Problem Solving 
  • Technical Depth with Business Translation
• Executive Presence 
  • Deal Strategy & Negotiation 
  • Cross-Functional Orchestration
• Learning Agility 
  • Ethics & Trust 
  • Resilience in Competitive Cycles

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 (Inactive), 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.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.

#greenlakecloudplatform, #sales

Job:

Sales

Job Level:

Specialist

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global 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 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.

No Fees Notice & Recruitment Fraud Disclaimer

 

It has come to HPE's attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.

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