CMS Global Account Principal for Telefónica account
Hewlett Packard Enterprise
Las Rozas, Madrid
hace 5 días

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
  • 1032106

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