Sase Enterprise Sales Specialists/ Spécialistes

SASE Enterprise Sales Specialists/ Spécialistes des ventes aux entreprises SASE

Aruba is redefining the “IT EDGE”. Creating new customer experiences by building intelligent spaces and digital workspaces. We are focused on campus, branch, mobility and the IoT to transform business models with the combined power of compute, context, control and secure connectivity.

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

**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.
- Development of quota objectives and future direction for defined product category.
- 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.
- 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 Required**:

- 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.
- Advanced sales experience required.
- Project management skills required.
- Product sales in the desired specialty
- Eligibility for Reliability Clearance is a mus

**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 capabilitie.
- 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.
- 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.

The masculine gender has been used without any discriminatory intention and with the sole aim of facilitating reading and not weighing down the text.

Aruba redéfinit le «IT EDGE». Créer de nouvelles expériences client en construisant des espaces intelligents et des espaces de travail numériques. Nous nous concentrons sur le campus, la succursale, la mobilité et l'IoT pour transformer les modèles commerciaux avec la puissance combinée du calcul, du contexte, du contrôle et de la connectivité sécurisée.

**Responsabilités**:

- Responsable de la création et de la conduite de leur pipeline de ventes. Capturez des pistes en dehors de la spécialisation et utilisez la gestion des pistes en boucle fermée pour assurer l'affectation et le suivi par d'autres.
- Maintient la connaissance des concurrents en compte pour mieux positionner stratégiquement les produits et services de l'entreprise.
- Utiliser l'expertise spécialisée pour rechercher de nouvelles opportunités et développer et améliorer les opportunités existantes pour construire le pi