Account Executive-Global Majors-Miami

Hewlett Packard Enterprise•Miami, FL

19h•$231,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise is seeking an Account Executive to serve as the overall account lead and single point of contact for several large global major hospitality accounts in South Florida. The role focuses on understanding clients’ business and IT challenges, delivering value to clients, and maximizing company revenue and margin. It specializes in networking technology, including growing existing business, developing complex solutions, and pursuing new opportunities. The role is primarily supported by presales resources and involves selling to customers, typically outside HPE offices. The position is designated Remote/Teleworker, primarily working from home, and requires location in South Florida within a one-hour drive of Miami. Travel may reach 50%.

Requirements

Must be located in South Florida within one hour’s driving distance of Miami, Florida.
At least 8 years of field account-management experience working with complex accounts and hunting for business.
At least 3 years of networking technology sales experience.
Experience selling to global major accounts.
Highly experienced in selling networking technology.
Proven ability to manage large, highly complex global accounts and long-term sales cycles spanning 12–24 months or more.
Strong project-management discipline to keep oneself and multiple internal teams aligned, accountable, and progressing toward long-term objectives.
Experience working with global customers whose operations and stakeholders span major regions.
Ability to operate in a highly matrixed environment with multiple sales teams, specialists, leaders, and functions engaged on the same account.
Ability to simplify complex business, organizational, and technology issues into clear strategies and actionable plans.
Excellent written and verbal communication skills, including communication across organizational levels.
Ability to connect people, ideas, business priorities, and technology.
Ability to motivate partners to sell company solutions.
Excellent time-management and presentation skills.
Ability to serve as the go-to expert for the technology or solution being presented.
Strong customer-management and relationship-building skills, especially with line-of-business executives and, at times, board-level stakeholders.
High-level negotiation skills with senior customer stakeholders.
Ability to conduct advanced sales negotiations and position solution value amid pricing pressure from customer IT and procurement, including proactive presentation of value solutions.
Extensive knowledge of partner organizations and ability to work with multiple partners to engage clients in business solutions.
Ability to use financial-selling techniques with clients and internally to position value and advance sales motions.
Expertise managing end-to-end sales processes for complex, large deals.
Relevant knowledge of clients’ industries and ability to keep abreast of trends and lead discussions with IT on strategic direction.
Strong knowledge of the company’s breadth of solutions and ability to engage specialist resources as needed.
Ability to understand customer business issues and translate them into company solutions.
Ability to prioritize and drive strategic sales activity for complex, large deals.
Strong competitive-selling skills and ability to sell across platforms and specialties.
Prior selling experience across multiple, diverse selling responsibilities.
Viewed as an expert in the field by the company and customers, and able to mentor selling strategy, including strategy design.
University or bachelor’s degree.

Responsibilities

Develop account plans and long-term sales pipelines to increase market share.
Focus on larger deals and opportunities, value and/or volume portfolio management, and selling a range of company products and solutions.
Work with management to develop future business plans and independently determine methods for achieving them.
Work extensively with and leverage a diverse set of external partners.
Build strong professional relationships with key IT and business executives, including C-level executives.
Use consultative-selling techniques to identify and advance opportunities that produce ongoing profitable revenue growth.
Maintain customer loyalty and build trust and integrity, as reflected in company-conducted surveys and reports.
Advocate for client needs when negotiating solution sales and troubleshooting delivery issues.
Develop business plans in conjunction with customers.
Analyze client-industry and competitive research to facilitate informed client dialogue.
Actively manage accounts to protect and grow company business; coordinate account forecasting, planning, and reporting.
Direct and coordinate all activity on assigned accounts.
Generate new business and build, monitor, and manage sales-pipeline activity.
Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
Enter all opportunities in the pipeline tool and update them weekly.
Build a list of customers willing to serve as references in person or in print.
Implement margin-recovery activities and strategies.
Act as a first interface for international accounts in collaboration with global and local business teams.
Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain, either Volume Direct or Indirect.