Communication&Media Solutions (CMS) Global Account Principal for Telefónica account
Job Description :
At Hewlett Packard Enterprise (HPE), we live by three core values that drive our business : Partner. Innovate. Act. These values combine to help us create important work all over the world to advance how people live and work.
The Communications & Media Solutions (CMS) business unit is part of HPE focusing on the Communications & Media market need.
CMS business is a strategic declaration by HPE of the importance of industry specific, services and software rich solutions.
The organization is built around our capabilities in two solution domains Network Domain and OSS / BSS domain . This is a fully aligned functional organization with a solutions business model, built on a mix of consulting & integration services combined with software IP.
CMS is part of a wider HPE focus on the Communications, Media and Entertainment customer segments.
We are looking for a Global Account Principal for Telefónica Group who :
Develops long-term sales pipeline to increase CMS market share in Telefónica Group affiliates.
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 local CMS Account Principals pursuing Telefónica affiliates as well as to HPE Enterprise Account managers for Telefónica Group to develop new CMS business on their accounts.
Directly manage CMS global strategy and sales in Telefónica Account.
Sell complex products or solutions to Telefónica on a partnership basis.
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 CMS portfolio knowledge to support account leads with integration of solutions.
Contribute to enduring executive relationships that establish companies 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 Telefónica Executives.
Profile & Knowledge Required :
University or Bachelor's degree.
Experienced in the Selling into the Telecommunication segment for 10+ years.
Sales experience in Telefónica Group, Corporate and local Units.
Well-connected into the different Telefónica group organizations with a relevant personal network of contacts in the account.
Experienced to work in partnering models.
Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.
Able to create / address the eco-system that comes with large deals.
Able to negotiate deals where HPE is not the low-cost provider.
Experience working across a matrix organization.
Able to delegate (up, down and side-ways).
Communications and Media Solutions background is preferred
Personal Profile : sales & opportunity driven; loves to win; a closer; agile; persuader; think out-of-the box.
Excellent communication and negotiation skills.
Ability to learn and adopt quickly with new and innovative go to market approaches.
Ability to cope with very high peak workloads, extensive travel and periods away from home, short deadlines and significant pressure.
Fluency in Spanish and English languages.
Full time job.
50% time availability for traveling.
We offer :
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development