Hewlett Packard Enterprise Company Account Principal in Cernusco sul Navigli, Italy
Account Principal Cernusco sul Navigli, Milano
What you need to know about the job
At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.
We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.
Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.
What you need to know about the job
Primary Location:Cernusco sul Navigli, Milano
Shift:No shift premium (Italy)
Hewlett Packard Enterprise is an industry leading Technology Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning from the Cloud to the Edge, our technology and services help customers around the world make IT more efficient, more productive and more secure.
We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time. You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?
In a typical day as Account Principal, you would:
Develop long-term sales pipeline to increase the company market share in the Telecom Industry.
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.
Set direction for business development and solution replication.
Create and grow reference customers.
Sell complex products or solutions to customers on a partnership basis acting as a dedicated resource to a few strategic accounts.
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 companies consultative professionalism and promote its total solution capabilities
Maintain expertise on the Telecom Technology at all levels - new applications, maintenance, typical budgets of the CTO's, typical objectives, measures, metrics.
Maintain broad market and competitor knowledge to ensure credibility with Customer Executives.
Scope and Impact
Work on Large accounts with well-established business relationship as well as smaller emerging accounts of greater strategic (long term) value to the company.
Significant percentage of time spent directly with customer interfaces with all levels.
Minimal direct time with customer's technical buyers.
Typically assigned higher than average quota.
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 in the desired specialty.
Knowledge and Skills Required:
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.
Use expertise in 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.
Demonstrate leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
Demonstrate 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.
Use C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
Excellent project oversight skills.
Work with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
Utilize Salesforce 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.
Demonstrate the ability to leverage company portfolio of products and services to change the playing field against our competition.
Understand the leverage of services as part of strategic portfolio of products and promote services as part of all strategic opportunities.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Join us and make your mark!
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
An amazing life inside the element! Want to know more about it?
Then let’s stay connected!
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.
HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status