Aruba Territory account Manager
Hewlett Packard Enterprise Development LP
Lima, Lima
hace 5 días

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.

Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Aruba is redefining the IT EDGE . Creating new customer experiences by building intelligent spaces and digital workspaces.

We are focused on campus, branch, mobility and the IoT to transform business models with the combined power of compute, context, control and secure connectivity.

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.

ResponsibilitiesDevelops 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.Education and ExperienceUniversity or Bachelor’s degree;
  • Advanced University or MBA preferred.+5 years of IT selling experience.3-5 years’ experience in NETWORKING portfolio.Intermediate-

    Advanced Level of English.Project management skills required.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.Knowledge and SkillsIs 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.Impact / ScopeWorks on the company’s larger accounts.

    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.ComplexityLeads sales engagements where the field of specialty is the key to a profitable and successful delivery.

    Accounts may be international or global.Orchestrates the regional pursuit resources for the account.Typically assigned higher than average quota.

    Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.

    HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status

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