Asset Recovery Services Account Manager

Seek out new opportunities and expand on existing opportunities to build and manage the pipeline in the area of IT Asset Disposition (ITAD/ARS)
Maintain knowledge of competitors in account to strategically position HPE's products and services
Develop pursuit plans and manage the pipeline to ensure alignment with account managers
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 manager, 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 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 asset recovery market and HPE 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 HPE Services
University or Bachelor's degree preferred.
Directly related previous work experience
Demonstrated success in achieving progressively higher quota
Extensive vertical industry knowledge required
Typically 3-5 years advanced sales experience required
Knowledge and Skills Required:
Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions
Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
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 PC 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

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