Global Account Principal

Global Account Principal (f/m/d)

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

The** Communication Technology Group** (CTG) is focusing on the Communications, Media and Entertainment customer segments in HPE. CTG business is uniquely positioned to provide industry specific rich solutions built around capabilities in following solution domains: Mobile Core & 5G, Orchestration, Fulfillment & Revenue Intelligence, Assurance, Digital Identity, Digital Domain and ORAN. It is an innovative organization focused on selling software as a service and fully aligned with the overall HPE GreenLake as-a-service strategy.

In a typical day as a **Global **Account Principle **you:

- Will be responsible for the CTG business of one of our WW Global Accounts
- Develop long-term sales pipeline to increase the company's market share in the Telecom Industry
- Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in the specialty area
- Set direction for business development and solution replication
- Create and grow reference customers
- Sell complex products or solutions to customers on a partnership basis acting as a dedicated resource to a few strategic accounts
- Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals
- Establish a professional, working, and consultative, relationship with the client, 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
- Maintain and use overall cross-portfolio knowledge to support account leads with the integration of solutions
- Contribute to enduring executive relationships that establish companies consultative professionalism and promote its total solution capabilities
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives
- Coordinate the local Sales Consultants responsible for the CTG business in the OpCos

**If you are**
- Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values

**If you have these Skills, Expertise, Attitude and Education**
- University or Bachelor's degree; Advanced University or MBA preferred
- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
- Prior selling experience includes multiple, diverse set of selling responsibilities
- Viewed as an expert in the Telco industry
- Considered a mentor of selling strategy, including designing strategy
- Typically 12+ years of related sales experience
- Project management skills required
- 3-5 years of experience in the Communication Providers’ segment
- Professional German and English language skills
- Are considered a master in knowledge of products, solutions or service offerings as well as competitor's offerings to be able to sell large, complex solutions
- Know the strengths and weaknesses of key competitors in the account and how to leverage this knowledge in the account
- Use expertise in specialty, consultative solution selling and business development skills to align the client's business needs with a solution
- In-depth knowledge of the client's business, organizational structure, business processes and financial structure
- Considerable knowledge of the customer's infrastructure and architecture
- Demonstrate leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
- Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements
- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
- Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
- Utilizes Salesforce as an expert and accurately forecasts business.
- Successful partner engagement experience. Works effectively with our partners to drive additional revenue
- Understand and sells high value software solutions
- Demonstrates the ability to leverage the company portfolio of products and services to change the playing field against our competition
- Understands the leverage of services as part of a strategic portfolio of products. Promotes services as part of all strategic opportunities
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions

**Join us and make your mark**

We offer:

- A competitive salary and exten