IT Asset Disposition/ITAD Account Manager
This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.
Job Description:This direct sales roles is responsible for working with numerous, the companies largest named accounts; understands a client's key IT landscape, challenges, and requirements in order to develop solutions around asset lifecycle management > driving value for the client, while maximizing revenue and margin for the company. This role specializes in IT Asset Dispostion/ITAD and will work in parallel with our HPEFS financing sales team and HPE sales team in pursuing various customers. Accounts may be managed remotely. These jobs focus on selling to customers, typically through work that occurs outside the company offices.
Primary Duties:
- Seek out new opportunities and expand on existing opportunities to build and manage the pipeline and base of customers in the area of IT Asset Disposition (ITAD)
- Maintain knowledge of competitors in account to strategically position HPE's and HPEFS' products and services
- Develop pursuit plans and manage the pipeline to ensure alignment with global account executives
- 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
- Contribute to proposal development, negotiations and deal closings
- Work closely with and support account executive, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts
- Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
Scope and Impact:
- Manage sales efforts in a defined account segment and meet or exceed all assigned targets
- Build opportunity pipeline, lead engagement process with customer and HPE and HPEFS colleagues, negotiate terms and develop Statement of Work documents
- Work with engagement managers to ensure a seamless transition of all opportunities
- Build strong relationships with senior executives at client firms, industry leaders and partners
- Develop and maintain a strong understanding of the ITAD market and HPEFS competitors
- Develop and maintain relationships with HPE cross-functional counterparts in other HPE field organizations, specifically but not limited to HPE Financial Services Sales, HPE Sales and HPI Sales
Education and Experience Required:
- University or Bachelor's degree preferred
- Directly related previous work experience
- Demonstrated success in achieving progressively higher quota
- Extensive vertical industry knowledge required
- Typically 5+ years advanced sales experience required
Knowledge and Skills Required:- Expert knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions in the ITAD marketplace
- Broad command of the value proposition for ITAD services as it relates to financial, operational, business risk, and sustainability objectives
- Understanding of the industry and market segment in which key accounts are situated and integration into consultative selling approaches
- Familiarity with financial solutions associated with IT assets including leasing and consumption models
- Account planning and accurate account revenue forecasting skills
- Strong presentation, sales, negotiation, communication and influencing skills
- Knowledge of key IT industry trends and understanding of IT products
- Demonstrated creativity in the development of end-to-end custom solutions to diverse customer needs, to include requirements documents, statements of work and contract agreements
Additional Skills:Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
What We Can Offer You:Health & WellbeingWe strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional DevelopmentWe 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.
Unconditional InclusionWe 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.
Let's Stay Connected:#unitedstates
Job:Sales
Job Level:Specialist
"The 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.
- United States of America: Annual Salary USD 151,000 - 293,000 in Massachusetts
This 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 60%/40%."
Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html
