CloudOps Account Executive

Overview

A specialist sales role within HPE's global sales organization, focused on driving pipeline and closing opportunities in the CloudOps area, working alongside Account Managers and engaging clients up to C-level.

What you'll do

• Create and drive your sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintain knowledge of competitors in account to strategically position the company's products and services.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Provide support to Account Managers and provide input regarding business development and solution expertise.
• Develop quota objectives and future direction for the defined product category.
• Some specialists are also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative relationship with the client, up to and 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.
• Invest time working with and leveraging external partners to deliver the sale.
• For Services Consultants: focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher total contract-value renewals.
• Direct or coordinate supporting sales activities.

What you'll need

• University or Bachelor's degree.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• 2-3 years of product sales in the desired specialty.
• Expert knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates and maintains positive relationships with customers to ensure account retention and growth, and positions the company as the preferred vendor for meeting all business needs.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts: prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Understands how to leverage the company's portfolio and change the playing field on competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services.
• Leverages services as part of strategic product sales.
• Maintains expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels: new applications, maintenance, typical CIO budgets, objectives, measures and metrics.

Details

• Hybrid role: on average 2 days per week from an HPE office.
• Location: Bengaluru, Karnātaka, India.
• Job level: Expert.