Sales Specialist - HPE Aruba Networking

Job Title

Sales Specialist - HPE Aruba Networking

Job Scope

The HPE Aruba Networking Sales Specialist is accountable for 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 positions HPE Aruba Networking solutions against customer business and technology requirements. The role is responsible for achieving agreed sales targets, negotiating commercial terms within approved parameters, coordinating solution delivery, and maintaining high levels of customer and partner satisfaction.

The role covers the HPE Aruba Networking portfolio across wired and wireless networking, network management and operations, secure access and networking security, SD-WAN/SASE and related services, with particular focus on translating portfolio capabilities into customer outcomes and complete solution opportunities. Portfolio examples include HPE Aruba Networking CX switching, Aruba Central, wireless solutions, ClearPass, EdgeConnect and SSE/security offerings.

Main Duties and Responsibilities

• Support the Regional Sales Director in setting territory sales targets, revenue plans and periodic forecasts for the assigned five-country cluster.
• Own the sales cycle from territory planning and prospecting through qualification, solution positioning, proposal, negotiation, closing and handover.
• Build and maintain strong executive, business and technical relationships with customers, partners, distributors and relevant ecosystem stakeholders across all assigned countries.
• Develop new opportunities by mapping target accounts, identifying whitespace, generating demand and creating account plans for strategic customers.
• Drive solution-led selling across the HPE Aruba Networking portfolio, connecting customer requirements to outcomes in wired, wireless, network management, secure access, SD-WAN/SASE and networking security.
• Work closely with channel partners to develop pipeline, enable sales activity, support joint account planning and improve partner contribution to territory growth.
• Maintain accurate pipeline, opportunity stages, close dates, probability, next actions and forecast commitments in the company CRM.
• Prepare and present commercial proposals, solution overviews and value propositions; negotiate prices and payment terms within approved commercial guidelines.
• Coordinate with pre-sales, professional services, supply chain, finance, marketing and vendor stakeholders to ensure timely and consistent customer deliverables.
• Conduct regular customer and market visits to understand requirements, track opportunities, resolve open issues and identify cross-sell and up-sell potential.
• Maintain current knowledge of HPE Aruba Networking products, solution updates, competitive positioning, certifications, programs and relevant market trends.
• Monitor competitor activity and market dynamics by country; prepare concise competitive and opportunity insights and recommend actions to improve market position.
• Provide customers with timely updates on portfolio changes, new introductions, service developments and commercial programs relevant to their environment.
• Manage customer complaints and escalations within the role's authority, ensuring clear ownership, communication and follow-through to resolution.
• Support customer credit and payment-profile decisions in coordination with the Direct Manager, finance and approved commercial policies.
• Track sales performance by country, customer, partner, portfolio and opportunity stage; identify gaps to target and implement corrective actions.
• Contribute to marketing campaigns, partner events, customer workshops and go-to-market initiatives that generate qualified demand and strengthen HPE Aruba Networking presence in the territory.

Position Requirements

Customer Relationship Management - Knowledge of CRM methodologies and tools; disciplined management of contacts, opportunities, activities, pipeline hygiene and account information.

Direct Customer Interface - Strong ability to manage frequent customer engagement across business, IT, procurement and executive stakeholders in complex B2B environments.

Market Analysis - Ability to assess market size, customer segments, competitive moves, whitespace and growth potential by country and vertical.

HPE Aruba Networking Portfolio Knowledge - Working knowledge of the HPE Aruba Networking portfolio, including wired switching, wireless networking, Aruba Central, secure access/NAC, EdgeConnect SD-WAN and security/SSE offerings, with the ability to position solutions based on customer needs.

Solution & Value Selling - Ability to articulate technical and business value, build solution narratives, identify cross-sell opportunities and coordinate technical resources through the sales cycle.

Sales Forecasting - Ability to produce accurate forecasts based on opportunity quality, stage, next steps, close plans and customer evidence rather than pipeline volume alone.

Sales Fundamentals, Calls & Closings - Strong prospecting, discovery, qualification, objection handling, proposal management, negotiation and closing skills.

Sales Trend Analysis - Ability to analyze sales data and trends by country, account, partner, portfolio and period to identify risks, opportunities and actions for future growth.

Languages & Mobility - Professional English communication required; additional local/regional languages are an advantage. Willingness to travel regularly across the assigned territory.

Education

• Bachelor’s degree in Business Administration, Sales and Marketing, Information Technology, Computer Science, Telecommunications or another related field.

Experience

• 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 or markets; regional experience is an advantage.
• Demonstrated track record of achieving sales targets, building pipeline and closing complex B2B opportunities.
• Experience working with technology vendors, distributors, system integrators or reseller ecosystems is strongly preferred.

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