PCAI Specialist

PCAI Specialist

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

The Private Cloud AI (PCAI) Public Sector Solutions Specialist is a subject matter expert in positioning advanced AI and Generative AI solutions for public sector agencies. This role is focused on understanding the unique needs, regulations, and mission-critical objectives of government, education, and other public service organizations.

This individual possesses deep expertise in the areas of AI Platforms & Generative AI, along with a thorough understanding of relevant use cases, public outcomes, and the technology stack (hardware, software) that supports them. The specialist will articulate how our solutions provide unique advantages over traditional vendors and private sector alternatives, ensuring compliance and mission success.

This Solutions Specialist is brought into agency discussions to lead complex AI conversations, supported by account managers, to influence key stakeholders and help secure large-scale, mission-critical deals. You will also leverage your expertise to identify new opportunities and expand our footprint within the public sector.

For this role, we are open to all locations within the US.

Responsibilities:

• Source and develop new opportunities, and expand existing engagements for PCAI bookings and revenue, with a primary focus on achieving prospective agency's public service outcomes.
• Meet quarterly and annual sales objectives specific to the public sector.
• Provide regular updates on all active accounts and report on sales, activities, status, and progress.
• Leverage market data to prioritize opportunities and collaborate with Account Managers to build and manage a robust pipeline of new opportunities.
• Apply deep knowledge of Private Cloud AI solutions to conduct account and industry research, effectively positioning our offerings within public sector frameworks.
• Maintain comprehensive knowledge of competitor offerings within the public sector to strategically position our solutions.
• Lead initial AI customer conversations, validate opportunities, and discuss AI use cases and technical knowledge relevant to public agencies.
• Engage with a variety of public sector personas, including technical/SW personas (Chief Data Officer, MLOps, AI/ML Engineer, Data Scientist), mission-driven personas (Agency Head, CTO, LOB), and IT Decision Makers (CIO, VP Infrastructure).
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers and public sector procurement cycles.
• Establish a professional, consultative relationship with clients by developing a core understanding of their unique mission requirements and challenges within their specific branch of government.
• Drive proposal development, negotiations, and deal closings, ensuring all documentation meets public sector standards and compliance.
• Work closely with and support account managers, providing technical expertise and support while partnering with Channel, GSI, and System Development Partners (SDPs). Participate in client engagements up to the C-level for more complex solutions in various government agencies.
• Interface with both internal and external/industry experts to anticipate public sector needs and facilitate the development of new solutions. Build sales readiness and reduce the client learning curve through effective knowledge transfer.

Education and Experience Required:

• University or Bachelor's degree preferred. Directly related previous work experience is essential.
• Demonstrated success in achieving progressively higher quota or securing increasingly larger contracts within the public sector.
• Knowledgeable in the technical aspects of hybrid cloud, AI hardware and software, with a strong understanding of public sector technology environments.
• Typically, 5-8 years of advanced sales experience, with a focus on public sector, required.

Knowledge and Skills:

• Demonstrated sales grit and a natural curiosity to solve public sector challenges.
• Possess a high level of emotional intelligence (EQ), essential for navigating complex public sector relationships.
• Capable of engaging in both technical and policy-driven conversations at multiple levels of a prospective agency, including with Director/C/VP-level personnel.
• Thrive in complex orchestration of opportunities across various public sector personas.
• Adept at developing a solution's business case and orchestrating the overall prospect decision cycle, including navigating the procurement process.
• Ability to work at both a tactical and strategic level.
• Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.
• Deep knowledge of products, solution, or service offerings, as well as competitor's offerings, to sell expansive systems or services and attached products.
• Understands the specific public sector industry and market segment in which key agencies are situated and integrates this knowledge into consultative selling.
• Understands the role of IT within the public sector and how the company's solutions uniquely address specific agency challenges, as well as their cross-agency capabilities.
• Negotiates and drives deals to ensure successful closes and a high win rate.
• Broad understanding of public sector needs; applies standard as well as creative solutions to meet those needs.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to agencies.
• Translates product knowledge into a public agency's added public value.
• Uses specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
• Conceptualizes and articulates well-targeted solutions in the area of technical specialty, from proposal to contract sign-off.
• Ability to take a deal through the public sector sales cycle, including closing or supporting the close of a deal.
• Demonstrates high service knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Understands the channel and works an effective plan to increase sales with our partners.
• Rigorous use of CRM systems, updating deal profiles and forecasting accurately.
• Understands services as part of strategic product sales.
• Good prioritization and delegation skills to focus on the key public sector opportunities.
• Knowledge of public sector trends, associated solutions, and key partner/ISV solutions.

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, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

#unitedstates#sales

Job:

Sales

Job Level:

Master

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $210,500.00 - $495,000.00

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.