QAtar Sales Specialist

2 days ago

Doha, Qatar Hewlett Packard Enterprise Full time

Qatar Sales Specialist

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.

**_
J_**_ob Family Definition:_**

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

**_ Management Level Definition:_**

**_ Responsibilities:_**

**_
Client/Account Relationship_**
- Builds strong professional working relationships with the client, including key IT and business executives.
- Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.
- Researches and understands the client's industry, and develops a core understanding of client business needs and challenges.
- Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.
- Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
- Advocates for client needs during sales cycle and in addressing any delivery issues.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

**_ Business Management_**
- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company.
- presence and share in the account.
- Actively drives ABP results through effective account management and reviews.
- Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
- Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company. Represents the entire company portfolio of products and services.
- Engages with Solution Opportunity Approval & Review process (SOAR).
- Protects company's position and focuses on generating new business.
- Engages partners effectively to improve win rates and delivery of selected deals.
- Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
- Participates in/drives Account Team Management.
- Orchestrates all company resources essential for executing the account business plan, including sponsors.
- Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
- Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
- Effectively engages and leverages executive sponsors.
- Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio and improve win rate of selective deals.
- Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.
- Drives the account internationally/Globally.

**_ Education and Experience Required:_**
- Same as previous plus.
- 5-8 years advanced sales experience in Qatar required.

**_ Knowledge and Skills:_**
- Deep knowledge of products, solution or service offerings as well as competitor’s offerings in the Networking industry
- Previous experience of working with Aruba/Cisco networking solutions would be preferred

**_ Account/Business Development_**
- Leverages existing relationships and builds new relationships with executives in the business and in IT.
- Negotiates at the business manager and IT executive level.
- Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.
- Submits timely and accurate forecasts and continually coaches team to do same.
- Knowledge of basic financial
- selling concepts in support of business cases for company solutions.

**_ Account Team Leadership_**
- Resources and leads successful dedicated global virtual teams.
- Demonstrates strong presentation and com

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