Coordinates/Owns account plans on one/multiple commercial accounts.
Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
Uses specialty to leverage existing opportunities in account.
Establishes a professional working relationship with the IT organization at the client, and develops a core understanding of the unique business needs.
Analyses and understands win/loss results for owned accounts.
Works with and leverages external partners to deliver solution sales.
Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to participate in or lead deal pursuit.
Refers company volume products and certain value products to other specialists or partners as needed.
Responsible for achieving/managing quota based on regional guidelines.
Enters and is accountable for all opportunities in pipeline tools and processes.
Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
Acts as a first interface for owned accounts in collaboration with members of global business teams.
May Train/Coach and lead Inside account reps/Inside Sales.
Contributes to sales policy and strategy for assigned business segment.
Qualifications:
University or Bachelor's degree preferred.
Detailed knowledge of key customer types or customers on given products.
Typically 1-3 years quota carrying telesales experience.
Inside Account experience of large commercial of moderate to large complexity.
Knowledge and Skills:
IT awareness and entry level solution development capability.
Can differentiate between own offerings and what competitors offer using marketing information.
Applies specialized knowledge to assess client's business and identify opportunities to extend current business in the account.
Work as a member of a team in providing support and giving input regarding account opportunities.
Ability to provide account planning support to sales team.
Negotiation skills and ability to frame the value proposition for the customer.
Product demonstration, customer training, and product installation skills.
Be able to utilize resources effectively in order to pursue revenue generating opportunities in the account.
Enough knowledge about product and services to be able to sell transactionally.
Ability to prioritize and drive strategic sales activity on a product and services basis.
Competitive selling skills.
Additional Skills:
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
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.
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