Telco/SP Account Sales

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.

As a Telco/SP Account Sales representative, you will manage one or several larger accounts or act as the account lead for a substantial part of a top account. You will understand the customer’s IT and business objectives, priorities, requirements, and challenges, and add value by implementing HPE’s strategy. You will drive business performance for all HPE BUs and manage the portfolio mix to optimize profitability of the account.

Responsibilities:

• Articulate a two-way connection between the customer's core KPIs, business priorities, and initiatives, and the plan to support the customer with IT solutions.
• Build and execute a plan to drive growth and profitability across HPE's portfolio.
• Engage with the customer to identify opportunities and translate their business challenges and goals into IT opportunities.
• Develop and maintain a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Develop and maintain a view of the partner landscape in the account and develop partner relationships.
• Develop and update expertise in IT technology and engage with the customer's CTO/CIO.
• Build, develop, and lead the extended account team.
• Provide feedback into other HPE organizations and coordinate with other customer-facing HPE organizations to improve the customer experience.
• Develop and execute a comprehensive account business plan for defined accounts.

Education and Experience:

• University or Bachelor’s Degree preferred, or equivalent experience.
• Typically 6-10+ years account management experience.
• Experience in IT industry preferred.
• Experience working within an IT department and/or working within customers is a plus.

Knowledge and Skills:

• Drives Results: Shows strong will to win, is persistent in face of obstacles, and has a clear results orientation.
• Strategic Planning: Able to skillfully 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 thorough knowledge of cutting-edge IT industry developments and technology trends.
• HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings.
• Team Leadership: Skilled at leading teams successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Skilled at creating strong professional relationships.
• Two-way communication: Able to listen actively to understand the perspectives of others.
• 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.
• Operational Excellence: Able to show predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations.

Impact/Scope:

• Typically manages 1 to many accounts representing moderate revenue for HPE.
• Typically qualifies and closes large deals of moderate to high complexity and cross-BU scope.
• Works with all levels of decision-makers in the customer organization.

What We Can Offer You:

• Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial, and emotional wellbeing.
• Personal & Professional Development: We invest in your career because the better you are, the better we all are.
• Unconditional Inclusion: We are committed to creating an inclusive and accessible workplace.