IT Asset Disposition/ITAD Account Manager Job at Hewlett Packard Enterprise

Job Description

This direct sales roles is responsible for working with numerous, the companies largest named accounts; understands a client’s key IT landscape, challenges, and requirements in order to develop solutions around asset lifecycle management > driving value for the client, while maximizing revenue and margin for the company. This role specializes in IT Asset Dispostion/ITAD and will work in parallel with our HPEFS financing sales team and HPE sales team in pursuing various customers.

Job Responsibility

Seek out new opportunities and expand on existing opportunities to build and manage the pipeline and base of customers in the area of IT Asset Disposition (ITAD)
Maintain knowledge of competitors in account to strategically position HPE's and HPEFS’ products and services
Develop pursuit plans and manage the pipeline to ensure alignment with global account executives
Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
Contribute to proposal development, negotiations and deal closings
Work closely with and support account executive, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts
Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
Manage sales efforts in a defined account segment and meet or exceed all assigned targets
Build opportunity pipeline, lead engagement process with customer and HPE and HPEFS colleagues, negotiate terms and develop Statement of Work documents
Work with engagement managers to ensure a seamless transition of all opportunities
Build strong relationships with senior executives at client firms, industry leaders and partners
Develop and maintain a strong understanding of the ITAD market and HPEFS competitors
Develop and maintain relationships with HPE cross-functional counterparts in other HPE field organizations, specifically but not limited to HPE Financial Services Sales, HPE Sales and HPI Sales

Requirements

University or Bachelor's degree preferred
Directly related previous work experience
Demonstrated success in achieving progressively higher quota
Extensive vertical industry knowledge required
Typically 5+ years advanced sales experience required
Expert knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions in the ITAD marketplace
Broad command of the value proposition for ITAD services as it relates to financial, operational, business risk, and sustainability objectives
Understanding of the industry and market segment in which key accounts are situated and integration into consultative selling approaches
Familiarity with financial solutions associated with IT assets including leasing and consumption models
Account planning and accurate account revenue forecasting skills
Strong presentation, sales, negotiation, communication and influencing skills
Knowledge of key IT industry trends and understanding of IT products
Demonstrated creativity in the development of end-to-end custom solutions to diverse customer needs, to include requirements documents, statements of work and contract agreements

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