Client Sales Specialist – Cloud Service Providers, Hunter
Hewlett Packard Enterprise
Cloud
Enterprise Account Manager – Hunter, HLS
Hewlett Packard Enterprise
full-time
Posted on:
Origin: • 🇺🇸 United States • Arizona, California
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Manage one or several larger accounts or act as the account lead for a substantial part of a top account.
- Understand the customer’s IT and business objectives, priorities, requirements and challenges, and add value by implementing HPE’s strategy.
- Drive business performance for all HPE BUs and manage the portfolio mix to optimize profitability of the account.
- Accountable for pipeline building; support deal closing and orchestrate the deal team.
- Build and develop customer relationship networks with key influencers and decision makers in IT and business.
- Develop and engage with the extended partner ecosystem to maximize HPE’s presence in the account.
- Constantly develop information technology industry knowledge to position HPE’s portfolio in the account.
- Orchestrate, engage, guide and provide feedback to the extended account team members; act as customer’s advocate inside HPE.
- Plan for accounts to deliver results through the financial year and beyond; responsible for business and revenue growth and market presence in healthcare and life sciences in the Southern CA/Arizona territory.
- Call into whitespace accounts and land new logos; articulate a connection between the customer's core KPIs.
- Build and execute a plan to drive growth and profitability across HPE's portfolio; drive growth in HPE's strategic value portfolio.
- Leverage HPE programs and tools; engage with the customer to identify opportunities and translate business challenges into IT opportunities.
- Ensure a strong and rightsized pipeline funnel; lead pipeline building activities and maintain professional relationship networks within the customer.
- Define an engagement model with the customer's key influencers and decision makers; develop and maintain partner relationships and partner strategy.
- Develop and update expertise in IT technology; describe HPE's portfolio and references its use in other customers.
- Run regular account governance with the extended account team; provide feedback and utilize HPE tools and processes for customer advocacy.
- Build and execute basic account business plans; manage the collective effort to build and maintain both strategic and tactical elements of the plan.
Requirements
- University or bachelor’s degree preferred.
- Typically, 4+ years sales experience.
- Account management experience desired.
- Experience in IT industry preferred.
- Experience working within IT department and/or within customers is a plus.
- Experience in vertical industry preferred.
- Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
- Strategic Planning: Able to articulate a vision for the future and a path to achieve it in an account business plan.
- Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
- Continuous Learning: Continuously and actively pursues own learning.
- IT Industry Acumen: Builds and maintains solid knowledge of cutting edge IT industry developments and technology trends.
- HPE Portfolio Knowledge: Builds and continually updates a solid understanding of HPE products, solutions, and service offerings.
- Team Leadership: Able to lead teams (including dispersed and indirect team members) successfully through sales engagements.
- Network/Relationship Building: Able to create strong professional relationships; understands and leverages the value of networks and collaboration.
- Two-way communication: Able to listen actively and articulate value propositions in language relevant to the customer.
- Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
- Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results.
- Operational Excellence and Integrity.
- COVID Policy (if applicable): You must be fully vaccinated against COVID-19 by the employment start date where permitted by law; exemptions allowed per local laws.
