CloudOps Account Executive

About This Role

This CloudOps Account Executive role focuses on building and driving a sales pipeline, leveraging specialized knowledge to identify and expand opportunities. It involves collaborating with account managers, providing solution expertise, and establishing consultative relationships with clients up to the C-level. The position is designed as hybrid, requiring an average of two days per week from an HPE office.

Responsibilities

• Create and drive the 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
• Provide support to Account Managers and provide input regarding business development and solution expertise
• 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
• Invest time working with and leveraging external partners to deliver 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

Requirements

• 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
• 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
• Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling
• Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit
• Understand 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