Key Account Manager

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/780nzd

ppThis role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office. /ph3Who We Are /h3pHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. /ph3Job Description /h3h3Job Family Definition /h3pServes as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a 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 a 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 presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices. /ph3Management Level Definition /h3pUnique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization’s long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function. /ph3Responsibilities /h3ulliDevelops account plans and long-term sales pipeline to increase the company’s market share. /liliFocuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions. /liliWorks with management to develop future business plans; independently determines methods for achieving plans. /liliExtensive time spent working with and leveraging a diverse set of external partners. /liliBuilds strong professional relationships with key IT and business executives, including C level Executives.



/liliApplies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company. /liliMaintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports. /liliAdvocates for client needs in negotiating solution sales and troubleshooting delivery issues. /liliDevelops business plan in conjunction with the customer. /liliAnalyzes client industry and competitive research and information to facilitate rich client dialogue. /liliActively manages the account to protect and grow the company’s business; coordinates all account forecasts, planning and reporting. /liliDirects and coordinates all activity on account(s). /liliFocuses on generating new business and builds, monitors and manages sales pipeline activity. /liliResponsible for achieving/managing quarterly, half yearly, annual quota and/or margin. /liliEnter all opportunities in pipeline tool and updates them weekly /liliBuilds a list of customers willing to be a reference in person or print. /liliAbility to implement margin recovery activities/strategies. /liliActs as a first interface for international accounts in collaboration with members of global business teams, and local teams. /liliIdentifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect). /li /ulh3Education And Experience Required /h3ulliUniversity or Bachelor’s degree; Advanced degree or MBA preferred. /liliPrior selling experience includes multiple, diverse set of selling responsibilities. /liliViewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy. /liliTypically 12+ years of experience as referenced above. /lili5 years commercial account management experience. /liliHighly experienced in product specialty (computers, printers, servers, storage). /liliExperience in related industry. /li /ulh3Knowledge And Skills /h3ulliKnows how to motivate partners to sell our solutions. /liliHave excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented. /liliStrong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level. /liliHigh level of negotiation skills at high level customer management.



/liliAdept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.- proactive presentation of value solutions /liliExtensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions. /liliUses financial-selling techniques with the client and company internal to position value and advance sales motions. /liliExpertise in managing end- to-end sales processes in complex, large deals. /liliRelevant knowledge of client’s industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions. /liliStrong knowledge of the company’s breadth of solutions and engages specialist resources as needed. /liliAbility to understand the customer’s business issues and translate to the company’s solutions. /liliAbility to prioritize and drive strategic sales activity on a complex, large deal basis. /liliExcels in competitive selling skills. /liliSell across platform and specialty. /li /ulh3What We Can Offer You /h3h3Health Wellbeing /h3pWe strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing. /ph3Personal Professional Development /h3pWe also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division. /ph3Unconditional Inclusion /h3pWe are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. /ph3Let's Stay Connected /h3pFollow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. /pp#italy /ph3Job /h3pSales /ph3Job Level /h3pMaster /ppThe expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. /pp– Italy: Annual Salary EUR 117,000 - 218,000 /ppThis range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%. /ppHPE 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 made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. /ppHewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. /ppHPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. /p /p #J-18808-Ljbffr

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/780nzd