Digital Sales Representative - Hybrid Cloud for France Job at Hewlett Packard Enterprise (Barcelona)

Job Description

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 and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Job Responsibility

Coordinates/Owns account plans for commercial accounts in the account planning process
Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
Uses specialty to leverage existing opportunities in account
Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT
Analyzes win/loss rates and drive recommendation to improve ratios
Works with and leverages external partners to deliver solution sale
Refers company volume products and certain value products to other specialists or partners as needed
Utilizes the support of pre- sales and specialists, and depending on account coverage with inside sales to lead deal pursuit
Responsible for achieving/managing quota based on regional guidelines
Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices
Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
Acts as a first interface for owned accounts in collaboration with members of global business teams
May Train/Coach and lead Inside account reps/Inside Sales
Contributes to or designs sales policy and strategy for assigned business segment

Requirements

University or Bachelor's degree preferred
Detailed knowledge of key customer types or customers on given products
Typically 3-5 years of experience as referenced above
Account management experience required
Experience in product specialty (computers, printers, servers, storage)
Possible experience in industry
Inside Account experience of large commercial of large complexity
Solid IT acumen on how to align with specific company services or product lines
Partner organization intelligence aligned with partner management skills
Assess solution feasibility from a technical and business perspective to determine qualify- in/quality-out status
Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
Negotiation skills and ability to frame the value proposition for the customer
Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account
Ability to understand the customer's business issues and translate to company solutions
Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads
Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis
Competitive selling skills

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Digital Sales Representative - Hybrid Cloud for France

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