Territory Account Manager
South Africa, South Africa, in
4d ago
source : Ecadoo

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 whats 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 Job ID 1045571 Primary Location South Africa Job Category Sales Schedule Full time Shift No shift premium South Africa 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 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 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 1045571 HPE is an equal opportunity employer Female Minority Individual with Disabilities Protected Veteran Status

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