Great Plains Global Major Account Manager Job at Hewlett Packard Enterprise (All)

Job Description

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Job Responsibility

Develops long term sales pipeline to increase the company’s market share in specialized area
Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
Provide support to the Account managers
Set direction for business development and solution replication
Creates and grows reference customers
Sell complex products or solutions to customers on a partnership basis
May act as a dedicated resource to a few strategic accounts
Services specialists may also be responsible for selling small outsourcing deals
For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals
Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Requirements

University or Bachelor’s degree or directly related previous work experience
Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
Prior selling experience includes multiple, diverse set of selling responsibilities
Typically 12+ years of Technology sales experience
Network sales experience required
Experience selling to Global Major Accounts required
Master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions
In-depth knowledge of client’s business, organizational structure, business processes and financial structure
Considerable knowledge of the customer’s infrastructure and architecture
Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals
Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements
Strategic planning on a business development level
can build an effective business case reflecting the value of an appropriate strategy
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the clients
Understand and sells high value software solutions
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions

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Great Plains Global Major Account Manager

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