Develops a connection between the customer's business priorities and the plan to support those with HPE's portfolio, leveraging internal resources and support. Influences the customer's decision makers through describing the value of HPE's solutions and their relevance to the customer's priorities. Builds and executes a basic plan to drive growth and profitability, based on an intermediate-level understanding of the differentiation of higher value products and services. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Identifies and develops opportunities for short and mid-term success. Accountable for deal closure. Drives deals to closure through a multi-disciplinary team, including partners. Develops and maintains an ad hoc professional network within the customer. Articulates the customer's decision making process and defines a basic engagement model. Develops a basic overview of the partner landscape in relation to the account. Works with the HPE Partner Business Managers to assess and update the partner strategy for the account. Develops and updates knowledge of information technology and HPE's portfolio. Articulates relevant modern trends in IT. Maintains tactical relationships and runs a simple governance with extended account team members. Provides feedback when requested. Utilizes HPE tools and processes for intermediate-level customer advocacy. Builds and executes basic account business plans for defined accounts, focused on tactical plans within the fiscal year. Shares and aligns the plan with relevant account stakeholders. University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education is a plus. Typically 2-5+ years sales experience. Experience in IT industry preferred. Experience working within IT department and/or within customers is a plus. Experience in vertical industry preferred.
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning: Possesses sales planning skills.
Sales Execution: Able to deliver on short term sales engagements and objectives.
Continuous Learning: Continuously and actively pursues own learning.
IT Industry Acumen: Builds and maintains knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge: Builds and continually updates an understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
Team Leadership: Develops expertise in leading teams (including dispersed and indirect team members) through sales engagements.
Network/Relationship Building: Able to create professional relationships; understands and leverages the value of collaboration.
Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.
Influencing and Negotiating: Understands and leverages influencing and negotiation techniques.
Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has an understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations. Operational Excellence: Shows predictability and operational excellence both internally and externally.
Integrity: Acts with integrity even if under pressure.HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: . if applicable to the role you applied to, you must
Hewlett Packard Enterprise
Technology innovation that fosters business transformation.
We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.
Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
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