Account Executive-Global Majors-Miami

Hewlett Packard Enterprise • Miami, FL

1d • $231,000 - $543,000 • Remote

About The Position

The Account Executive serves as the overall account lead and single point of contact for several large global major hospitality accounts in South Florida. The role develops an understanding of clients’ business and IT challenges and requirements, drives value for clients, and maximizes company revenue and margin. It specializes in selling networking technology, with a focus on growing existing business, complex solutions, and new business opportunities. The role is supported primarily by presales resources and typically involves customer-facing work outside HPE offices.

The position is designated Remote/Teleworker, with the employee primarily working from home. The employee must be located in South Florida within a one-hour drive of Miami, Florida, and be comfortable traveling up to 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.
• At least 3 years of 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 of 12–24 months or longer.
• Strong project-management mindset and discipline to align and hold multiple internal teams accountable toward long-term objectives.
• Experience with global customers whose operations and stakeholders span major regions.
• Comfortable owning a significant, complex sales number and being accountable for delivering against it.
• Comfort operating in a highly matrixed environment involving multiple sales teams, specialists, leaders, and functions.
• Ability to simplify complex business, organizational, and technology issues into a clear strategy and actionable plan.
• Excellent written and verbal communication skills, including communication across different 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; serves as the go-to expert for the technology or solution presented.
• Strong customer-management and relationship-building skills, especially with line-of-business executives and sometimes 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 teams, including proactive presentation of value solutions.
• Extensive partner-organization knowledge 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; keeps abreast of trends and leads discussions with IT about strategic directions and related opportunities.
• 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.
• Ability to sell across platform and specialty offerings.
• Prior selling experience across multiple, diverse selling responsibilities.
• Recognized 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 the company's 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.
• Apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth.
• Maintain customer loyalty and build trust and integrity.
• Advocate for client needs in solution-sales negotiations and when troubleshooting delivery issues.
• Develop business plans in conjunction with customers.
• Analyze client-industry and competitive research to facilitate substantive client dialogue.
• Actively manage accounts to protect and grow company business; coordinate account forecasts, 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-business and local teams.
• Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain, Volume Direct or Indirect.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career-development programs to help employees achieve career goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior