Software Account Executive- Federal Civilian

Software Account Executive- Federal Civilian
Description -
HP's Global Services & Solutions (GSS) organization aims to deliver profitable growth through differentiated outcome-based solutions driven by globally consistent integrated business models anchored in the HP Way. As part of GSS, the Software Sales team delivers profitable growth by generating annual repeatable revenue through Software-based solutions. HP's Software portfolio comprises:
HP Anyware, including Anyware Standard and Anyware Professional, enables organizations to securely deliver high-performance desktops and workstations from the cloud or data center to various endpoints.
Wolf Security, including HP Sure Click Enterprise, is the world's most advanced endpoint Application Isolation and Containment solution.
Workforce Experience Fleet Management (WEX), including Proactive Insights.
The Software Account Executive - Federal Civilian will be responsible for sales for HP's Software Portfolio & associated services in the Federal space. As part of the role, the Software Account Executive will work with HP account managers & channel partners to target new business opportunities, cultivate relationships with prospective clients, and close deals to meet and exceed sales targets for the assigned territory. This role requires a self-motivated individual with a proven track record of generating new leads, effectively communicating software benefits, and converting prospects into satisfied customers.
Responsibilities:

• Develops long term sales pipeline to increase HP's market share in specialized area.
• 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 specialty area.
• Provide support to the Account managers.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Services specialists may also be responsible for selling small outsourcing deals.
• For Services Consultants: 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 integration of solutions.
• Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required:

• University or Bachelor's degree; Advanced University or MBA preferred.
• Directly related previous work experience selling into the US Federal Government/Federal Civilian is required.
• Typically 12+ years of related sales experience.
• 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 expert in given field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.

Knowledge and Skills:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Effective in communicating the return on investment (ROI) and value proposition of the software in terms of outcomes for specific customer challenges & priorities.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates 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.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Utilizes Siebel 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 HP's portfolio of products and services to change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Job -
Sales
Schedule -
Full time
Shift -
No shift premium (United States of America)
Travel -
50%
Relocation -
No
Equal Opportunity Employer (EEO) -
HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.
If you'd like more information about HP's EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law - Supplement