MEA FSI Payments Sales Specialist

About Hewlett Packard Enterprise

Hewlett Packard Enterprise is a global leader in edge-to-cloud technology solutions, advancing how individuals live and work. The company helps organizations connect, protect, analyze, and act on their data and applications from the edge to cloud, enabling rapid insight-driven outcomes essential in today's complex business environment. HPE values diverse backgrounds and offers a flexible work environment that supports both professional growth and personal life.

Role Overview

The MEA FSI Payments Sales Specialist is expected to work in a hybrid mode, averaging two days per week from an HPE office in Abu Dhabi. This role involves being a specialist in financial services industry payment solutions, driving pipeline development and sales pursuits within assigned territories or accounts, and supporting account managers with expertise and strategic input.

Key Responsibilities

• Build and manage the sales pipeline proactively, including capturing leads beyond one's specialization and ensuring their proper follow-up through closed-loop lead management.
• Keep abreast of competitor activities within accounts to strategically position HPE’s products and services for competitive advantage.
• Identify and develop new opportunities while expanding existing ones using deep specialty knowledge.
• Collaborate and support account managers with business development and technical solution expertise.
• Set and manage quota objectives and strategic direction for the designated product categories.
• May be responsible for negotiating outsourcing deals in some cases.
• Establish consultative relationships with clients, including C-level executives in mid-to-large accounts, to understand their unique business needs within their industry.
• Engage with external partners where applicable to enhance sales delivery.
• For services-focused specialists, concentrate on increasing contractual renewals with complex, high-value mid-to-large accounts.
• Coordinate and direct related sales support activities.

Required Education and Experience

• Bachelor's degree or equivalent university qualification.
• Proven record of achieving progressively challenging sales quotas and handling diverse business clients with increasing customer contact levels.
• Extensive industry sales experience, specifically related to similar products.
• Typically 8 to 12 years of advanced sales experience.
• Project management capabilities required.
• 2 to 3 years of product sales experience in the relevant specialty area.

Knowledge and Skills

• Recognized expert in products, solutions, or services within the specialty, with thorough competitive awareness.
• Deep understanding of the industry and market segments relevant to key accounts, applied through consultative selling approaches.
• Competent in program and project management techniques for planning, costing, resourcing, and tracking pursuits.
• Strong knowledge of IT roles within specialization and how HPE solutions address vertical industry challenges and broader market needs.
• Proficiency in account planning and revenue forecasting.
• Ability to collaborate effectively with management and sales teams to integrate specialist sales efforts.
• Skilled at fostering and maintaining positive client relationships to ensure retention, growth, and preferred vendor status.
• Experienced in engaging executive-level clients professionally.
• Exhibits leadership in driving specialty sales, including prospecting, negotiation, and deal closure.
• Comprehensive product and service knowledge, including competitors' offerings.
• Adept at leveraging HPE’s portfolio to outcompete rivals.
• Expert user of sales management tools like Siebel for accurate business forecasting.
• Familiarity with selling high-value software and services solutions, including integrating services into strategic product sales.
• Stays current with industry trends, partner solutions, and key ISV offerings.
• Maintains thorough knowledge of IT trends, typical budgets and objectives of CIOs, and sector-specific metrics.

What HPE Offers

• Comprehensive health and wellbeing benefits supporting physical, financial, and emotional health for employees and their families.
• Strong emphasis on personal and career development, offering tailored programs to help employees achieve their career aspirations within HPE.
• An inclusive work environment that values diversity and individuality, providing flexibility to balance work and personal commitments.
• A culture that embraces bold innovation and collective success while acting as a force for good.

Additional Information

HPE is an Equal Opportunity Employer committed to diversity and inclusion, making hiring decisions based on qualifications, merit, and business need, without discrimination on any protected characteristic.

The company follows legal requirements relating to employment and background checks, including compliance with laws regarding applicants with criminal histories.

Recruitment Fraud Notice: HPE warns candidates to be vigilant against fraudulent recruitment activities impersonating the company or its agencies. Official recruitment never involves fees or requests for sensitive personal information via unofficial channels. Candidates should only trust verified company communications and report suspected fraud to local authorities immediately.