Account Executive Global Major Accounts Job at Hewlett Packard Enterprise (Orlando)

Job Description

Account Executive- Global Major Accounts- Orlando. This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Serves as the overall account lead (single point of contact) for several, large Global major accounts in Orlando, FL; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in selling Networking Technology with focus on growing the base business, complex solutions, and new business opportunities. Is supported primarily by presales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Job Responsibility

Serves as the overall account lead (single point of contact) for several, large Global major accounts in Orlando, FL
understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company
Specializes in selling Networking Technology with focus on growing the base business, complex solutions, and new business opportunities
Develops account plans and long-term sales pipeline to increase the company's market share
Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
Works with management to develop future business plans
independently determines methods for achieving plans
Extensive time spent working with and leveraging a diverse set of external partners
Builds strong professional relationships with key IT and business executives, including C level Executives
Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports
Advocates for client needs in negotiating solution sales and troubleshooting delivery issues
Develops business plan in conjunction with the customer
Analyzes client industry and competitive research and information to facilitate rich client dialogue
Actively manages the account to protect and grow the company's business
coordinates all account forecasts, planning and reporting
Directs and coordinates all activity on account(s)
Focuses on generating new business and builds, monitors and manages sales pipeline activity
Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
Enters all opportunities in pipeline tool and updates them weekly
Builds a list of customers willing to be a reference in person or print
Ability to implement margin recovery activities/strategies
Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect)

Requirements

University or Bachelor's degree
Prior selling experience includes multiple, diverse set of selling responsibilities
Typically 12+ years of experience in Networking Technology Sales
Experience selling to Global major accounts required
Highly experienced in selling Networking Technology
Must be located in the Orlando, Florida region
Knows how to motivate partners to sell our solutions
Have excellent time management skills and presentation skills
Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level
High level of negotiation skills at high level customer management
Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals
Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions
Uses financial-selling techniques with the client and company internal to position value and advance sales motions
Expertise in managing end- to-end sales processes in complex, large deals
Relevant knowledge of client's industry
keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions
Strong knowledge of the company's breadth of solutions and engages specialist resources as needed
Ability to understand the customer's business issues and translate to the company's solutions
Ability to prioritize and drive strategic sales activity on a complex, large deal basis
Excels in competitive selling skills
Sell across platform and specialty

Nice to have

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
Long Term Planning
Managing Ambiguity

What we offer

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

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Account Executive Global Major Accounts

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