US Telco IT Sales

Job Overview Serves as the overall account lead for a major service provider in the Dallas and NJ territories; understands the client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by pre‑sales and inside sales resources. Responsibilities Develop account plans and long‑term sales pipeline to increase the company’s market share. Focus on larger deals/opportunities and value and/or volume portfolio management and selling a range of company products and solutions. Work with management to develop future business plans; independently determine methods for achieving plans. Build strong professional relationships with key IT and business executives, including C‑level executives. Apply consultative‑selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth. Maintain high level of customer loyalty and build trust and integrity, as indicated in company‑conducted surveys and reports. Advocate for client needs in negotiating solution sales and troubleshoot delivery issues. Develop a business plan in conjunction with the customer. Analyze client industry and competitive research to facilitate rich client dialogue. Actively manage the account to protect and grow the company’s business; coordinate all account forecasts, planning and reporting. Direct and coordinate all activity on account(s). Generate new business, build, monitor and manage sales pipeline activity. Achieve/managing quarterly, half‑yearly, annual quota and/or margin. Enter all opportunities in pipeline tool and update them weekly. Build a list of customers willing to be a reference in person or print. Implement margin recovery activities/strategies. Act as a first interface for international accounts in collaboration with global and local teams. Identify customer requirements, match with company capabilities and choose the respective supply chain accordingly. Qualifications University or bachelor’s degree; advanced degree or MBA preferred. 10+ years of selling experience in networking infrastructure and transport to service providers. Experience in a related industry. Excellent time management and presentation skills. Expertise as a go‑to expert for the technology or solution being presented. Strong high‑level customer relationship building, especially with executives and board level. High level of negotiation skills. Proficiency in advanced sales negotiations and positioning solution value under pricing pressures. Extensive partner organization intelligence and ability to work closely with multiple partners. Use financial‑selling techniques to position value. Expertise in end‑to‑end sales processes in complex, large deals. Strong knowledge of client industry and ability to link discussions with IT on strategic directions. Knowledge of the company’s breadth of solutions and engage specialist resources as needed. Understand customer’s business issues and translate them to company solutions. Prioritize and drive strategic sales activity on complex, large deals. Competitive selling skills; sell across platform and specialty. Benefits Comprehensive health and wellbeing benefits for employees and their loved ones. Investment in personal and professional development programs. Unconditional inclusion and flexible work arrangements. Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring consideration of qualified applicants with criminal histories. #J-18808-Ljbffr Hewlett Packard Enterprise Development LP