Account Executive

at  Hewlett Packard Enterprise

Account Executive
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

WHO WE ARE:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

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.

EDUCATION AND EXPERIENCE REQUIRED:

• University or bachelor’s degree.
• Directly related previous work experience desirable.
• Extensive selling experience within Information technology industry and on similar products.
• Typically, 8-12 years of advanced sales experience.

KNOWLEDGE AND SKILLS:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
• Understands the role of IT within area of specialization and how the company’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth and positions the company as the preferred vendor for meeting all business needs.
• Deep knowledge of products, solution or service offerings as well as competitor’s offerings.
• Understands how to leverage the company’s portfolio and change the playing field on our competitors.
• Understands and sells high value software solutions and leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

ADDITIONAL SKILLS:

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, Long Term Planning, Managing Ambiguity {+ 6 more}

HEWLETT PACKARD ENTERPRISE IS EEO F/M/PROTECTED VETERAN/ INDIVIDUAL WITH DISABILITIES.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
• Maintains knowledge of competitors in account to strategically position the company’s products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative, relationship with the client, up to and 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.
• May invest time working with and leveraging external partners to deliver sale.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
• Directs or coordinates supporting sales activities.