Aruba Enterprise Account Manager
Aruba Networks
Athens, Attiki
πριν από 4 ώρες

the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Aruba is redefining the IT EDGE . Creating new customer experiences by building intelligent spaces and digital workspaces.

We are focused on campus, branch, mobility and the IoT to transform business models with the combined power of compute, context, control and secure connectivity.

In a typical day as an Enterprise Account Manager , you would

Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.

Maintains knowledge of competitors in account to strategically position the company’s products and services better.

Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.

Provide support to Account managers and provide input regarding business development and solution expertise.

Development of quota objectives and future direction for defined product category.

Some specialists also responsible for selling outsourcing deals.

Establish a professional, working, and consultative, relationship with the client, up to and 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.

May invest time working with and leveraging external partners to deliver sale.

For Services Consultants : Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.

Direct or coordinate supporting sales activities.

If you are

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

Holding a University or Bachelor’s degree in business administration or computer science or equivalent

Experienced in the IT industry and vertical industry, as well as in Accountmanagement

Competent in the sale of IT services and outsourcing

Excellent in verbal and written communication and presentation

Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.

Typically 8-12 years of advanced sales experience.

Project management skills required.

2-3 years of product sales in the desired specialty.

Impact / Scope

Works on the company’s larger accounts.

May perform project management role.

May invest time working external partners.

Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.

May develop business plan in conjunction with customer.

Typically assigned higher than average quota.

Complexity

May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.

Accounts may be international or global.

Orchestrates the regional pursuit resources for the account.

Typically assigned higher than average quota.

Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.

May perform project management role.

Coordinates external partners.

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