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About the Role
Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry. Understands a client’s key business and IT challenges and requirements, focused on driving value for the client while maximizing revenue and margin for the company. Specializes in a value or volume specialty with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely.
Responsibilities
- Builds growth opportunities using the account planning process and actively manages the planning process through scheduled reviews and updates.
- Spends extensive time working with and leveraging external partners to deliver solution sales.
- Spends a significant percentage of time directly with the customer, interfacing with all levels, including the highest within the customer organization, across a diverse set of functions and buyers, with a focus on management level.
- Develops a business plan in conjunction with the customer.
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
- Maintains a high level of customer loyalty and builds trust and integrity.
- Responsible for achieving/managing quarterly, half-yearly, and annual quota and/or margin.
- Enters all opportunities in the pipeline tool and updates them weekly, recommending and implementing industry-leading pipeline management practices.
- Implements margin recovery activities/strategies.
- Acts as a first interface for international accounts in collaboration with global and local business teams.
- Identifies customer requirements, matches them with company capabilities, and chooses the respective company supply chain accordingly.
- Identifies and effectively leads account resources to ensure coordinated, efficient account management and accountability for achieving business results.
- Manages end-to-end sales processes in large deals.
- Keeps abreast of industry trends and leads discussions with IT on strategic directions and linking discussions.
- Engages specialist resources as needed, leveraging knowledge of the company's breadth of solutions.
- Understands the customer's business issues and translates them into the company's solutions.
- Prioritizes and drives strategic sales activity on a complex solution basis.
- Excels in competitive selling skills.
- Sells across platform and specialty.
Requirements
- University or Bachelor's degree.
- Detailed knowledge of key customer types or customers on given products.
- Viewed as an expert in the company; sought out by other Sales Representatives and/or first-level managers for input.
- Typically 8-12 years of experience.
- Industry experience required.
- Experience in product specialty (computers, printers, servers, storage).
Skills
- Good leadership skills and cross-functional expertise.
- Good time management skills.
- Broad understanding of customer needs; applies standard as well as creative solutions.
- Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sales.
- High-level customer management relationship building, working at management and executive levels in lines of business.
- Partner organization intelligence aligned with partner management skills.
- Advanced sales negotiation and deal closing skills.
- Relevant knowledge of client's industry; keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions.
Location
- Hybrid
Work Type
- Hybrid
Experience Level
- Expert
- 8-12 years
Education Level
- University or Bachelor's degree
Benefits
- Comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
- Specific programs catered to helping you reach any career goals.
- Flexibility to manage our work and personal needs.
About the Company
- Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work.
- We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world.
- Our culture thrives on finding new and better ways to accelerate what’s next.
- We know varied backgrounds are valued and succeed here.
- We make bold moves, together, and are a force for good.
- If you are looking to stretch and grow your career our culture will embrace you.
- Open up opportunities with HPE.
Equal Opportunity
- HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.
- HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.
- We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.
- Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
- 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.