Federal Defence - Account Executive

Hewlett Packard Enterprise; Ottawa; On-site; CAD 176,000 - 220,000; Full time

Job summary

Hewlett Packard Enterprise is seeking an Account Executive for Federal Defence in Ottawa. The role emphasizes consultative selling, building strategic account plans, and driving revenue through value-based solutions across a portfolio of offerings.

You will engage with customers and internal teams to tailor solutions, lead renewal processes, and manage growth opportunities, including upselling and cross-selling.

Qualifications

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or related discipline.
• Typically 7–10 years of work experience in account management, tele sales, product specialty, or related field.
• Certified Technology Sales Professional (CTSP) preferred.

Responsibilities

• Owns and coordinates account plans on larger strategic commercial accounts; focuses on value/volume portfolio management.
• Demonstrates consultative-selling techniques to identify opportunities and drive profitable revenue growth.
• Engages with customers and internal teams to align requirements with capabilities and select appropriate solutions.
• Manages account planning with reviews; identifies growth opportunities, upselling, and cross-selling.
• Leads contract renewal process to secure long-term partnerships and expansion opportunities.
• Reviews and designs sales policies to meet targets; achieves quarterly, half-yearly, and annual quotas/margins.
• Collaborates with technical experts to tailor solutions for clients.
• Implements margin recovery activities and pipeline management practices.
• Updates opportunities in pipeline tools and provides guidance to junior account managers.

Skills

Business Development

Business To Business

Cold Calling

Conflict Resolution

Customer Relationship Management

Inside Sales

Marketing

Sales Development

Sales Management

Sales Process

Sales Prospecting

Sales Territory Management

Salesforce

Selling Techniques

Upselling

Education

Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any related discipline

Tools

Salesforce

Job description

Federal Defence - Account ExecutiveDescription -Job SummaryThis role is responsible for demonstrating extensive industry expertise and providing clients with insights that drive innovative and impactful solutions. The role applies consultative selling techniques to identify and nurture growth opportunities. The role manages customer relationships, margin recovery activities, and sales targets through effective pipeline management.Responsibilities• Owns and coordinates account plans on larger strategic commercial account(s) and focuses on value and/or volume portfolio management and selling a range of the organization’s offerings.• Demonstrates advanced level of subject matter expertise and applies consultative-selling techniques to identify and advance opportunities resulting in profitable revenue growth for the organization.• Engages with customers and internal functions to identify their requirements, aligns them with the organization's capabilities, and selects the appropriate supply chain accordingly.• Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients.• Leads the contract renewal process, emphasizing the value proposition and securing long-term partnerships, and identifies expansion opportunities.• Reviews and designs sales policies and strategies to meet sales targets and objectives for the assigned business segment; achieves and manages quarterly, half-yearly, and annual quota and/or margin.• Collaborates with technical experts and specialists to tailor solutions to clients' specific needs.• Implements margin recovery activities and strategies in full/ownership depending on account coverage.• Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.• Provides guidance and mentorship to junior account managers, sharing expertise and best practices.Education & Experience Recommended• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.• Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.Preferred Certifications• Certified Technology Sales Professional (CTSP)Knowledge & Skills• Business Development• Business To Business• Cold Calling• Conflict Resolution• Customer Relationship Management• Inside Sales• Marketing• Merchandising• Outside Sales• Product Knowledge• Sales Development• Sales Management• Sales Process• Sales Prospecting• Sales Territory Management• Salesforce• Selling Techniques• UpsellingCross-Org Skills• Effective Communication• Results Orientation• Learning Agility• Digital Fluency• Customer CentricityImpact & Scope• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.Complexity• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.Disclaimer• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by mAbout HPHP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HPbrings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, anddelivers technology solutions that drive business value, create social value, and improve the lives of our clients.Compensation and BenefitsThe on-target earnings (OTE) range for this role is $176,000 to $220,000 annually with a 60%/40% (salary/incentive) mix. Pay within this range will be based on the review of experience, skills, and internal equity.As a full time, employee of HP Canada, you will be eligible to participate in the company's group benefit programs, including medical, dental, life insurance, and disability coverage, subject to the terms and conditions of the applicable plans. During your employment term, you will receive 15 paid vacation days per year prorated based on your start date. Detailed information regarding benefits—will be provided upon hire and is subject to the terms and conditions of the applicable plans.Equal Opportunity Employer:HP Canada is an equal opportunity employer. We welcome the many dimensions of diversity. Upon request by qualified candidates, accommodation of special needs may be considered during all stages of the selection process within the framework of the HP Accommodation Policy. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail [e-mail]: This option is reserved for applicants needing a reasonable accommodation related to a disability. In order to satisfy our contractual obligations with clients, the successful candidate will be required to pass a basic, standard Criminal Records check. You will also be required to sign off on HP's Confidentiality, Non-Solicitation and Conflict of Interest AgreemenJob -SalesSchedule -Full timeShift -No Shift premium (Canada)Travel -75%Relocation -NoEqual Opportunity Employer (EEO) -HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “ Know Your Rights: Workplace Discrimination is Illegal "