Job Description:

Sales Specialists & Consultants are product, services, software, or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, drive, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack 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 act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice to make decisions on complex business issues.

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 sales process for AI/ML/Deep Learning software sales.
  • Maintains knowledge of competitors in account to strategically position the company’s products and services better.
  • Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
  • Establish a professional, working, and consultative, relationship with the prospect, by developing a core understanding of the unique business needs of the prospect within their industry.
  • Drives proposal development, negotiations, and deal closings.
  • Work closely with account managers and HPC/AI teams, providing technical expertise and support.
  • Grow contractual renewals.
  • Interface with both internal and external/industry experts to anticipate prospect needs and facilitate solutions development.
  • Build sales readiness and reduce prospect learning curve through effective knowledge transfer in areas of AI/ML/Deep Learning.
  • Develop and implement a sales 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.
  • Interact with and leverage the AI-at-Scale Account Development Executives and Go-to-Market teams to improve sales velocity, grow pipeline, hone messaging, request new content, and advise strategy.
  • Effectively lead and coordinate the sales process for AI/ML/Deep Learning software sales.
  • Meet quarterly and annual sales objectives.
  • Provide updates on all active accounts and report on sales, activities, status, and progress on a weekly basis.

Education and Experience Required:

  • University or Bachelor’s degree preferred.
  • Directly related previous work experience.
  • Demonstrated success in achieving progressively higher quota.
  • Extensive vertical industry knowledge required.
  • 5-8 years advanced sales experience required overall.
  • 3+ years of experience managing an entire software sales cycle with an AI/ML, Data Science, or related product.
  • Experience with selling to Data Science and Machine Learning personas
  • Demonstrated ability to prospect, develop and close complex sales with Enterprise prospects.
  • Experience with the Challenger Sales Methodology.

Knowledge and Skills:

  • Demonstrated sales grit.
  • Possess natural curiosity.
  • Possess high EQ.
  • Capable of engaging in both technical and business conversations at multiple levels of the organization, including with Director/C/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 industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
  • 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.
  • Negotiates and drives deals to ensure successful closes and high win rate.
  • Leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating, and closing deals.
  • Translate product knowledge into prospect’s added business value.
  • Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
  • Conceptualizes and articulates well-targeted solutions in area of technical specialty — from proposal to contract sign-off
  • Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
  • Keen understand of managing software proof-of-value and proof-of-concept effort within the sales process.
  • Adept at developing solution business case and orchestrating overall prospect decision cycle.
  • Good prioritization and delegation skills to focus on the key prospect opportunities.
  • Ability to work at both a tactical and strategic level.
  • Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.
  • Strong understanding of business technical requirements, challenges, and existing technology stacks
  • Excellent communication and organization skills.

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, Dealing with Ambiguity, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, New Business Acquisition {+ 6 more}

Tagged as: AI, AI/ML, Generative AI, LLM, LLMs

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