Account Executive-Global Majors-Miami

Hewlett Packard Enterprise; Florida; Remote; USD 231,000 - 543,000; Full time

Job summary

Hewlett Packard Enterprise in Miami seeks an Account Executive-Global Majors to lead key hospitality accounts from a remote/teleworker setup. You will drive networking technology sales, manage complex global deals, and collaborate with presales and partners to grow revenue.

The role requires 8+ years in field account management, 3+ years selling to global major accounts, and willingness to travel up to 50%. You will handle long sales cycles and engage executives.

Qualifications

• Eight plus years field account management with complex accounts.
• Three plus years selling to global major accounts.

Responsibilities

• Develops account plans and long-term sales pipeline to increase market share.
• Focuses on larger deals and portfolio management, selling a range of products and solutions.
• Builds strong relationships with CIOs and other executives; collaborates with presales resources.
• Applies consultative-selling to drive profitable revenue growth and protect/ grow the business.
• Manages the account to meet quarterly/annual quota; coordinates forecasts, planning and reporting.

Skills

Networking Technology Sales

Global Accounts Management

Consultative Selling

Executive Relationship Management

Strategic Planning

Education

Bachelor's degree

Job description

Account Executive-Global Majors-Miami

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 hospitality accounts in South Florida; 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 South Florida, and within 1 hour driving distance of Miami, FL 8+ years field account management working with complex accounts and hunting Comfortable with up to 50% travel 3+ years of experience in Networking Technology Sales.
• 3+ 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 trends and lead discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis.
• Excels in competitive selling skills.
• Sell across platform and specialty.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.

University or Bachelor's degree

Accessibility HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.

If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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 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.

Salary and Compensation

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 231,000 - 543,000 in Florida This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%.

Informationabout employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

Equal Employment Opportunity Statements

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Equal Opportunity Employer (EEO) Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. If you’d like more information about your EEO right as an applicant under the law, please click here: Know Your Rights.

Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law - Supplement E-Verify (US & PR only) HPE is an E-Verify employer.

Accessibility Statement

Accessibility HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.

If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Privacy Notice

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