Account Executive
This role has been designed as Onsite with an expectation that you will primarily work from an HPE office.
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As a key part of the HPE strategy, the Hybrid Cloud Ops Software business integrates leading solutions like Ops Ramp, Morpheus, VM Essentials, and Zerto to deliver intelligent, AI-driven operations from edge to cloud. Serving enterprises and service providers, HPE simplifies complexity, accelerates modernization, and delivers measurable results placing team members at the forefront of innovation in hybrid cloud.
Job Family Definition:
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.
Management Level Definition:
Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organizations long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
What youll do:
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Develops long term sales pipeline to increase the companys market share in specialized area.
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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.
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Provide support to the Account managers.
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Set direction for business development and solution replication.
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Creates and grows reference customers.
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Sell complex products or solutions to customers on a partnership basis.
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May act as a dedicated resource to a few strategic accounts.
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Services specialists may also be responsible for selling small outsourcing deals.
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For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
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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.
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Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
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Contribute to enduring executive relationships that establish the companys consultative professionalism and promote its total solution capabilities.
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Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIOs, typical objectives, measures, metrics.
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Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
Education and Experience Required:
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University or Bachelors degree; Advanced University or MBA preferred.
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Directly related previous work experience.
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Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
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Prior selling experience includes multiple, diverse set of selling responsibilities.
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Viewed as expert in given field by company and customer.
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Considered a mentor of selling strategy, including designing strategy.
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Typically 12+ years of related sales experience.
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Project management skills required.
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3-5 years experience.
What you need to bring:
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Is considered a master in knowledge of products, solution or service offerings as well as competitors offerings to be able to sell large, complex solutions.
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Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
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Uses expertise specialty, consultative solution selling and business development skills to align the clients business needs with solution.
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In-depth knowledge of clients business, organizational structure, business processes and financial structure.
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Considerable knowledge of the customers infrastructure and architecture.
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Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
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Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customers requirements.
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Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
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Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
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Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
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Excellent project oversight skills.
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Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
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Utilizes Siebel as an expert and accurately forecasts business.
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Successful partner engagement experience.
Works effectively with our partners to drive additional revenue.
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Understand and sells high value software solutions.
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Demonstrates the ability to leverage the companys portfolio of products and services to change the playing field against our competition.
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Understands the leverage of services as part of strategic portfolio of products.
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Promotes services as part of all strategic opportunities.
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Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Accountability, 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, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
#india #sales
Job:
Sales
Job Level:
Master
