ITAD Account Manager
4 days ago
Hewlett Packard Enterprise is seeking a highly skilled ITAD Account Manager to join our team. As an ITAD Account Manager, you will be responsible for working with our largest named accounts, understanding their key IT landscape, challenges, and requirements to develop solutions around asset lifecycle management. This role specializes in Asset Upcycling Services and will work in parallel with our financing sales team in pursuing various customers.
Responsibilities:
- 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/ARS – HPEFS terminology of Asset Upcycling Services).
- 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 participate 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:
University or Bachelor's degree preferred. Directly related previous work experience. Demonstrated success in achieving progressively higher quota. Extensive vertical industry knowledge required. Typically 5-10 years advanced sales experience required.
Knowledge and Skills:
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.
Competencies:
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 contracts.
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