Account Executive- Global Major Accounts- Orlando

About this role

Account Executive- Global Major Accounts- Orlando   

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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 varied 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:

Serves as the overall account lead (single point of contact) for several, large Global major accounts in Orlando, FL; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in selling Networking Technology with focus on growing the base business, complex solutions, and new business opportunities. Is supported primarily by presales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Responsibilities: · Develops account plans and long-term sales pipeline to increase the company's market share. · Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions. · Works with management to develop future business plans; independently determines methods for achieving plans. · Extensive time spent working with and leveraging a diverse set of external partners. · Builds strong professional relationships with key IT and business executives, including C level Executives. · Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company. · Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports. · Advocates for client needs in negotiating solution sales and troubleshooting delivery issues. · Develops business plan in conjunction with the customer. · Analyzes client industry and competitive research and information to facilitate rich client dialogue. · Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting. · Directs and coordinates all activity on account(s). · Focuses on generating new business and builds, monitors and manages sales pipeline activity. · Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin. · Enters all opportunities in pipeline tool and updates them weekly · Builds a list of customers willing to be a reference in person or print. · Ability to implement margin recovery activities/strategies. · Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams. · Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required: · Must be located in the Orlando, Florida region, and within 2 hours driving distance of Orlando, FL · 8+ field account management working with complex accounts and hunting · Comfortable with up to 50% travel · 8+ years of experience in Networking Technology Sales. · 5+ Experience selling to Global major accounts required. · Highly experienced in selling Networking Technology · Proven ability to manage large, highly complex global accounts and long-term sales cycles that can span 12–24+ months. · Strong project-management mindset with the discipline to keep themselves and multiple internal teams aligned, accountable, and moving toward long-term objectives. · Experience working with truly global customers whose operations and stakeholders span the major theaters/regions. · Ideally has personally carried and owned a significant, complex sales number and understands the accountability that comes with delivering against it. · Comfortable operating in a highly matrixed environment where multiple sales teams, specialists, leaders, and functions may all be engaged with the same global account. · Ability to simplify the complex—taking complicated business, organizational, and technology issues and turning them into a clear strategy and actionable plan. · Excellent written and verbal communication skills, including the ability to communicate effectively across different levels of an organization. · Natural ability to connect people, ideas, business priorities, and technology—someone who sees those connections as a core part of how they operate. · Knows how to motivate partners to sell our solutions. · Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented. · Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level. · High level of negotiation skills at high level customer management. · Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals- proactive presentation of value solutions · Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions. · Uses financial-selling techniques with the client and company internal to position value and advance sales motions. · Expertise in managing end- to-end sales processes in complex, large deals. · Relevant knowledge of client's industry; keeps abreast of tren

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