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Hewlett Packard Enterprise Company コンサンプションIT営業(HPE GreenLake営業スペシャリスト) in Tokyo, Japan

コンサンプションIT営業(HPE GreenLake営業スペシャリスト) Tokyo, Tokyo

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At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.

What you need to know about the job

Job ID:1076978

Date Posted:7/12/2021

Primary Location:Tokyo, Tokyo

Job Category:Sales

Schedule:Full time

Shift:No shift premium (Japan)


世界有数のテクノロジー企業である日本ヒューレットパッカード (Hewlett Packard Enterprise) は、サーバ、ストレージ、ネットワーク等のハードウェアから、セキュリティ、クラウド、ビックデータを支えるソフトウエアや IT ソリューションなど、広範なポートフォリオを通じ、シームレスかつセキュアに繋がる世界を創っていきます。


HPE は As a service company へ移行する計画が発表され、 HPE GreenLake は企業として今後の成長路線を歩む上での重要なソリューションです。その営業活動を推進、またビジネスを拡大するために、お客様の課題にアプローチする営業スキルを持つ人材の獲得が急務となっています。


HPE GreenLakeの営業スペシャリストです。 アカウントマネージャーと協力して、パイプラインを構築し、専門知識とスキルを使用して提案、交渉、案件のクローズを行います。

  • 長期的なパイプラインの開拓、HPE GreenLakeの市場シェアを拡大​​に貢献

  • 専門知識を活用して顧客にHPE GreenLakeの価値訴求をし、新たなパイプラインを構築。

  • 他顧客にも展開可能なビジネスモデルとソリューションの開発

  • 複雑な製品またはソリューションをパートナーシップベースで顧客に販売

  • 戦略的アカウントに対して専任対応しビジネス開拓を実施

  • 各業界内のクライアントの固有のビジネスニーズに関する理解を深め、中規模から大規模のアカウントに対して顧客経営者レベルを含めた、クライアントに専門的かつ実用的なコンサルティングを提供

  • ポートフォリオ全体の全体的な知識を習得および使用して、統合的なソリューションとしてアカウントリードをサポート

  • 様々なレベルでのITに関する専門知識を習得・展開-新しいアプリケーション、保守サービス、CIOが抱える典型的な目標、指標、IT予算など

  • 市場および競合他社の幅広い知識を維持し、顧客経営者とも信頼関係を構築


    ・最重要かつ社内外で注目される HPE GreenLake の提案をリードすることができます。


    ・ビジネスディスカッションや財務的なアプローチを通してお客様の課題を解決するソリューションなので、営業スキルの向上が見込めます。また将来 C-Level とのエンゲージメントに必要な Financial selling を実践できます。

    ・ HPE GreenLake WW team との密な連携、コミュニケーションも可能なため英語力向上も見込めます。



    • IT 業界に従事した経験



    •通常、 12 年以上の営業職関連の経験

    • 3 - 5 年のプロジェクト管理スキル

    ・プレゼンテーション / ファシリテーションスキル

    その他 (Want 条件 ) 】





    •アカウントリードと協力して C レベルのエンゲージメントスキルを使用し、クライアントに付加価値ソリューションを提供した経験。

    •アカウントチームと連携して、効果的なアカウント計画と戦略を構築し、アカウントの SOW を増やす活動の経験。

    •業界のトレンド、関連するソリューション、および主要なパートナー / ISV ソリューションに関する知識。

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, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.


  • Develops long term sales pipeline to increase the company's market share in specialized area.

  • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.

  • Provide support to the Account managers.

  • Set direction for business development and solution replication.

  • Creates and grows reference customers.

  • Sell complex products or solutions to customers on a partnership basis.

  • May act as a dedicated resource to a few strategic accounts.

  • Services specialists may also be responsible for selling small outsourcing deals.

  • For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.

  • Establish a professional, working, and consultative, relationship with the client, 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.

  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.

  • Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.

  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required:

  • University or Bachelor's degree; Advanced University or MBA preferred.

  • Directly related previous work experience.

  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.

  • Prior selling experience includes multiple, diverse set of selling responsibilities.

  • Viewed as expert in given field by company and customer.

  • Considered a mentor of selling strategy, including designing strategy.

  • Typically 12+ years of related sales experience.

  • Project management skills required.

  • 3-5 years' experience.

Knowledge and Skills:

  • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.

  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.

  • Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.

  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.

  • Considerable knowledge of the customer's infrastructure and architecture.

  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.

  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.

  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.

  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.

  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

  • Excellent project oversight skills.

  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.

  • Utilizes Siebel as an expert and accurately forecasts business.

  • Successful partner engagement experience.Works effectively with our partners to drive additional revenue.

  • Understand and sells high value software solutions.

  • Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.

  • Understands the leverage of services as part of strategic portfolio of products.

  • Promotes services as part of all strategic opportunities.

  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.


HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status