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Networking Account Manager
2 settimane fa
Networking Account Manager - Public Sector (PAC)
This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.
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.
The Networking Account Manager would be responsible for:
- Accounting customers of Central Public Administration
- Customers can be Central Government entities or state-owned Companies
- Promoting the portfolio of solutions of HPE Aruba Networking, including Services, Security, Software and Cloud based solutions.
- Leverage on framework agreements like “Consip LAN”.
- Interaction with HPE Aruba Ecosystem (channel partners, service providers like Tim, Vodafone and Fastweb) and internal HPE departments (e.g. Hybrid IT).
- Ability to position As-a-Service proposition, in line with company strategy.
- Lead all the sales cycle including generation of new business
- Be responsible for creating and driving 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 better.
- Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Develop quota objectives and future direction for defined product category.
- 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.
- May invest time working with and leveraging external partners to deliver sale.
- Drive proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate and close opportunities, plus contributing to proposal development, negotiations and deal closings
- Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in specialty area
- Maintain knowledge of competitors in account to strategically position the company’s products and services better
- Develop pursuit plans and manage the pipeline to ensure alignment with account managers
- Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
- Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development. Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization
**Education and Experience**:
- 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 5/10+ years of advanced sales experience.
- Project management skills required.
- 2-3 years of product sales in the desired specialty.
- Excellent negotiations skills and able to conceptualize and articulate well-targeted solutions in area of technical specialty
- Hunting and “must-win” attitude
- Sales experience in Central Public Sector / Large Public Accounts
- Good English written and spoken
**Knowledge and Skills**:
- Is considered an expert in 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 & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
- Establishes a professional working relationship, u
