Hybrid IT Sales Specialist (Federal Government)
We focus on understanding are customer cloud strategy and delivering a balanced solution across on-prem and cloud platforms with focus on Hyper-Converged. Hybrid IT Sales Specialists 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, negotiate and close opportunities. This role is focused on selling into the Federal Government across multiple agencies.
- 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 Hyper-Converged competitors in account to strategically position the company's products and services better.
- Use Data Center and Hyper-Converged expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Provide support to Account managers and provide input regarding business development and solution expertise.
- Development of quota objectives and future direction for Hyper-Converged and Composable Infrastructure.
- Some specialists also responsible for selling outsourcing deals.
- 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.
- For Services Consultants: 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 -
- Typically 5 + years of IT Sales experience.
- 2-3 years of Hyper-Converged / Cloud, Virtualization, and/or Storage selling experience.
- Experience selling into the Federal Government across multiple agencies.
- University or Bachelor's degree.
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
- Extensive selling experience within industry and on similar products.