CSP Account Executive

About the role

Hewlett Packard Enterprise is hiring a CSP Account Executive in Las Rozas, Spain. The role is hybrid, with an average of two days per week spent in an HPE office. Account Executives are product, services or solution specialists who lead pursuit in their assigned focus areas, support Account Managers and drive proactive campaigns to build the pipeline, prospect, qualify, negotiate and close opportunities.

Key responsibilities

• Create and drive the sales pipeline, capture leads outside the specialization and use closed-loop lead management to ensure follow-up.
• Maintain knowledge of competitors in each account to position the company's products and services better.
• Use specialty expertise to find new opportunities and expand existing ones, and support Account Managers with business development and solution expertise.
• Help develop quota objectives and the future direction of the defined product category; some specialists also sell outsourcing deals.
• Build a professional, consultative relationship with clients, up to C-level for mid-to-large accounts, and understand their unique industry needs.
• For Services Consultants, focus on growing contractual renewals for mid-to-large accounts toward higher total contract value.
• Work with external partners when needed and collaborate with management and sales teams in shared accounts.

Required profile

• University or bachelor's degree.
• Extensive selling experience in the industry and on similar products, typically 8-12 years of advanced sales experience.
• 2-3 years of product sales in the desired specialty.
• Demonstrated achievement of progressively higher quotas, a diverse set of business customers and higher-level client interfaces.
• Project management skills.

Required skills

• Expert knowledge of products, solutions or services and of competitors' offerings.
• Consultative selling and account planning with accurate revenue forecasting.
• Understanding of the industry, market segments and the role of IT, including CIO budgets and metrics.
• Application of program/project management methods to plan, cost, resource and track pursuits.
• Selling of high-value software solutions and services, and use of Siebel.

What we offer

• Salary range for Italy of EUR 97,400 to 180,800 annually, split 60% base and 40% target sales compensation.
• Health and wellbeing benefits.
• Personal and professional development programmes.