Ezmeral Account Executive

Job description

Ezmeral Account Executive

  

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 diverse 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:

   

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account. 

Unique mastery  and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities:

·  Develops long term sales pipeline to increase the company's market share in specialized area.
·  Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
·  Provide support to the Account managers.
·  Set direction for business development and solution replication.
·  Creates and grows reference customers.
·  Sell complex products or solutions to customers on a partnership basis.
·  May act as a dedicated resource to a few strategic accounts.
·  Services specialists may also be responsible for selling small outsourcing deals.
·  For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
·  Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
·  Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
·  Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
·  Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
·  Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Intermediate (early career)

You will increase sales through cold/warm calling prospects to create continuous opportunity by educating potential customers on HPE Ezmeral portfolio. This role will partner with our team of Enterprise Account Managers across the US. 

About You

Education and Experience Required:

·  Bachelor Degree or equivalent in any field (preferably IT/Sales)
·  +2 years of technology related sales
· 

Knowledge and Skills:

·  Proficient account management, acquisition, retention and development skills
·  Requires hunter approach to selling
·  Proficient knowledge of IT and/or industry solutions, products and services to solve business challenges
·  Proficient communication and negotiation skills
·  Experience in a Customer Relationship Management system such as Salesforce

Master:

We are seeking experienced Enterprise Account Managers whose qualifications include:

·  Proven experience selling AI/ML, Data Related Software and/or Cloud Based Applications
·  Proven ability and track record selling to Line of Business and selling Business Value vs Product
·  Proven record of overachieving $2M+ quota annually
·  Hunter mentality with a consistent 5+ meetings per week average
·  Proven experience and track record with solution-based approach to selling and complex sales process management
·  Ability to cultivate, manage, develop, and close new business/logos
·  Proven and established professional, consultative relationships with the client, up to and including the C-level for mid-to-large accounts achieved via developing a core understanding of the unique business needs of the client within their industry
·  Excellent verbal and written communication, presentation, and relationship management skills
·  Relevant and timely competitor knowledge across current and targeted accounts to strategically position Ezmerals offering effectively
·  A positive attitude and desire to win
· 

Demonstrated experience with:

·  Big Data
·  Artificial Intelligence
·  Machine learning
·  CI/CD Pipeline
·  Kubernetes/Containers
·  Application Modernization
·  Multi Cloud Hybrid IT
·  Openshift

Education and Experience Required:

·  University or Bachelor's degree; Advanced University or MBA preferred.
·  Directly related previous work experience.
·  Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
·  Prior selling experience includes multiple, diverse set of selling responsibilities.
·  Viewed as expert in given field by company and customer.
·  Considered a mentor of selling strategy, including designing strategy.
·  Typically 12+ years of related sales experience.
·  Project management skills required.
·  3-5 years' experience.

Knowledge and Skills:

·  Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
·  Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
·  Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
·  In-depth knowledge of client's business, organizational structure, business processes and financial structure.
·  Considerable knowledge of the customer's infrastructure and architecture.
·  Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
·  Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
·  Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
·  Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
·  Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
·  Excellent project oversight skills.
·  Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
·  Utilizes Siebel as an expert and accurately forecasts business.
·  Successful partner engagement experience.

Works effectively with our partners to drive additional revenue.
·  Understand and sells high value software solutions.
·  Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
·  Understands the leverage of services as part of strategic portfolio of products.
·  Promotes services as part of all strategic opportunities.
·  Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Additional Skills:
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#unitedstates

#aruba, #sales

Job:
Sales

Job Level:
Master

    

States with Pay Range Requirement

The expected salary/wage range for a U.S. -based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html .

Annual Salary: $204,600.00 - $459,900.00

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: Equal Employment Opportunity .

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .