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Strategic Accounts Sales Executive

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

Job Description:

About HPE Financial Services

HPE Financial Services is the leasing and lifecycle asset management services subsidiary of the Hewlett-Packard Enterprise Company, offering a full range of financial services solutions.

HPE Financial Services help customers manage to the lowest total cost of ownership – from planning and acquiring technology all the way to retiring and replacing it. We make it easy and economical for them to deploy world-class technology on terms tailored to their unique business needs. And we help manage the risk of dealing with obsolete or unneeded IT equipment.

The Strategic Accounts Sales Executive is assigned to a small number of HP/HP Financial Services largest accounts with the highest financing volume potential and overall profitability. Typically, these accounts have an Account General Manager (AGM) assigned on a 1:1 basis. The role is expected to sell all of HPE Financial Services capabilities within assigned accounts while working at a strategic level to achieve and exceed a very large quota. These accounts typically have a global scope, having many subsidiaries which in turn may or may not operate independently of the parent. The Financial Services Account Executive is expected to understand the business drivers for each of them and to craft financial solutions that favourably impact those drivers. While deal velocity may be low, the sophistication and impact of the deals is very high.

This role requires a solid understanding of IT and Leasing industry, particularly HP’s business units, solution design/structure and selling at the highest levels within assigned accounts

Responsibilities:

• Educate the sales teams and AGMs and Enterprise Services Account Executives (AEs) on the benefits of HPE Financial Services offerings to close multi-year, multi-million-dollar transactions with HP’s largest corporate customers.
• Call on the key decision-makers at the end-user, with a strong emphasis on the CxO level, to understand their explicit needs ensuring alignment to their key performance indicators (KPI’s), enabling a trusted advisor status in the account.
• Meet or exceed all assigned quota elements, Influence the strategies that customers adopt to maximize the utility of HPE Financial Services offerings.
• Influence any Request for Proposal criteria before formal RFP’s are issued to the market.
• Further penetrate assigned accounts by identifying opportunity for add-on sales for all HPFS capabilities.
• Manage the account relationships as the primary point person at HP Financial Services assuming responsibility for the successful implementation of financing solutions and services as well as the ongoing servicing of the account for the entire life cycle of the agreement.
• Influence AGM’s and sales teams to include Financial Services solutions in all addressable proposals.
• Maintain an accurate and timely updated pipeline and forecast.
• Work with internal resources including sales management, marketing, lease administration, solution managers, etc, to build win-win propositions to meet their clients’ needs and KPI’s.
• Work as the single point of contact for AGMs and the customer for global account issues and opportunities.

Competencies:

• Selling “bundled solutions” that fully address customer value drivers.
• Well-honed consultative selling skills with the ability to favorably influence customer direction and strategy and help them meet their goals with HP/HP Financial Services solutions.
• Understand the complexities of international business.
• Strong knowledge of all HP Financial Services capabilities.
• Understanding of the current trends and issues in the IT industry and how to relate HP Financial Services capabilities to those.
• Strong understanding of customer financial statements and implications that arise from them

Experience:

• 8-10 years of working experience with 5 years lease finance sales experience, selling to major accounts, achieving and exceeding revenue targets.
• Demonstrated ability to develop and maintain executive relationships, including CxO, within Fortune 500 companies.
• College degree required, post graduate degree preferred.
• Demonstrated ability to develop a strategic account business plan and to work with that plan.
• Selling at senior executive levels in large companies, including multi-nationals.
• Successful negotiation of contracts.
• Demonstrated leadership in situations without authority.
• Proficient use of Microsoft Office applications.
• In depth knowledge of financing and asset management industry offerings and able to differentiate our business value from competitive offerings.

#LI-Hybrid

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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 also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

#malaysia#financialservices

Job:

Sales

Job Level:

Expert

Hewlett Packard Enterprise is EEO 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.