Account Executive - Strategic Accounts (Midwest and West Coast)

Account Executive - Strategic Accounts (Midwest and West Coast)

  

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:

   

We are seeking an Account Executive for Hewlett Packard Enterprise Financial Services (HPEFS). Serves as the overall account lead for Strategic Accounts, covering the Midwest and West Coast territory. Understands a client’s key business, financial, and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in Financial and Asset Solutions that can include background with leasing and/or consumption solutions as well as related services such as IT asset disposition (ITAD) and use of pre-owned technology in solutions. There is a focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely but face-to-face interaction is expected on a regular basis with clients. This job focuses on selling to customers, typically through work that occurs outside the company offices. This is a teleworking position with up to 50% travel.

Responsibilities:

• Builds growth opportunities using the account planning process and develops business plans in conjunction with the customer; actively manages planning process through scheduled reviews and updates.
• Coordinates solutions that can include various manufacturers, resellers, and/or service providers as part of a solution.
• Significant percentage of time spent directly with customers; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• 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.
• Responsible for achieving/managing quota and/or margin on a regularly tracked basis.
• Enters all opportunities in pipeline tool and updates them weekly. Recommends and implements industry leading pipeline management practices.
• Implement margin recovery activities/strategies related to asset portfolio.

Education and Experience Required:

• University or Bachelor's degree
• Detailed knowledge of key customers to identify the relevance and value of IT financial and asset solutions.
• Broad experience with selling financial and IT asset solutions revolving around IT infrastructure that can include lease solutions and/or consumption models - IT financial solutions experience required and experience with ITAD capabilities and leveraging pre-owned technology in solutions is highly recommended.
• Typically, 8-12 years of experience.
• Understanding and experience in working with channel providers and/or service providers in the IT equipment market.

Knowledge and Skills:

• Leadership and cross functional expertise incorporating internal and external stakeholders to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Time management.
• Competitive selling.
• Negotiation and closing.
• Financial acumen to understand and translate our value proposition to customer key financial drivers and operational objectives.
• Ability to understand and address customer needs; applying standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• High level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management to identify opportunities and drive joint value.
• Relevant knowledge of client's industry to keep abreast of trends and lead discussions with IT on strategic dir