Sales Specialist - HPE Aruba Networking

About the role

The HPE Aruba Networking Sales Specialist drives profitable sales growth across Bosnia and Herzegovina, Albania, Macedonia, Kosovo and Montenegro. The role develops existing and new customers, builds and enables channel relationships, manages a qualified pipeline and negotiates commercial terms within approved parameters. It covers the HPE Aruba Networking portfolio (wired and wireless networking, network management, secure access, SD-WAN/SASE and security) and focuses on turning portfolio capabilities into customer outcomes.

Key responsibilities

• Support the Regional Sales Director in setting territory sales targets, revenue plans and forecasts for the five-country cluster.
• Own the sales cycle, from prospecting and qualification through proposal, negotiation, closing and handover.
• Build relationships with customers, partners, distributors and other stakeholders, and develop new opportunities through account planning.
• Drive solution-led selling across the HPE Aruba Networking portfolio and work with channel partners on joint account planning.
• Maintain the CRM with accurate pipeline, stages, close dates, probabilities and forecasts.
• Prepare commercial proposals and value propositions, negotiate prices and payment terms, and coordinate with pre-sales, professional services, supply chain, finance and marketing.
• Visit customers regularly, monitor competitors by country and recommend actions to improve market position.
• Manage customer complaints and escalations, support credit and payment decisions, and track sales performance by country, customer, partner and portfolio.
• Contribute to marketing campaigns, partner events and go-to-market initiatives.

Required profile

• Bachelor's degree in Business Administration, Sales and Marketing, IT, Computer Science, Telecommunications or a related field.
• At least 3 years of relevant sales experience, preferably in enterprise networking, IT infrastructure, cybersecurity or a related technology environment.
• Proven experience managing customers and/or channel partners across multiple countries; regional experience is an advantage.
• Track record of achieving sales targets and closing complex B2B opportunities; experience with technology vendors, distributors, system integrators or resellers is strongly preferred.
• Professional English; willingness to travel regularly across the territory.

Required skills

• CRM knowledge and disciplined pipeline hygiene.
• Solution and value selling, with ability to articulate technical and business value.
• Sales forecasting and trend analysis by country, account and partner.
• Strong prospecting, negotiation and closing skills.