Description
OVERVIEW:
Drives the success of HPE by leveraging vendor/category expertise, platform data and business acumen to optimize portfolio solutions across a territory or existing customer base.
The Development Executive is fully dedicated to HPE and is focused on driving depth and breadth across HPE and existing partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro's goals and outcomes across HPE. Your focus will be on cultivating strong relationships with partners and HPE, identifying new business opportunities, and executing sales strategies to retain and expand market share. The role requires a deep understanding of the platform industry, exceptional negotiation skills, and the ability to collaborate effectively with cross-functional teams to achieve objectives.
KEY RESPONSIBILITIES:
• Category Strategy: Develop and execute a category strategy to drive growth and new business development within the category. Identify emerging trends, customer needs, and potential market opportunities to shape the category's success.
• New Business Opportunities: Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category's offerings and market reach.
• Vendor and Partner Relations: Cultivate and maintain strong relationships with key vendors and strategic partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth.
• Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities. Utilize data-driven insights to make informed decisions and guide category acceleration efforts.
• Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development.
• Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer experiences.
• Product Portfolio Expansion: Work closely with the product management team to identify opportunities for product expansion or development to meet existing customer demands and capitalize on market trends.
• Xvantage Expertise: Drive insights and actions for reseller partners and vendors. Identifies opportunities to increase usage of the Xvantage platform for both reseller partners and vendors.
• Solution Selling: Focused on a category / portfolio of vendors to build a full solution (vs a specific vendor); Assigned to a vendor, group of vendors and/or accounts.
KNOWLEDGE AND SKILLS
• Strong understanding of strategic selling principles, order management, project management, and operations
• Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition
• Proven success in growing and maintaining year-over-year sales results.
• Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management.
• Effectively able to manage profit and loss concepts and forecasting.
• Excellent verbal and written communication skills, ability to present in both technical and non- technical terms to large and small audiences.
• Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage projects, manage detail, manage relationships and resources, and set realistic and achievable goals/objectives and timelines.
• Ability to travel is required - conduct in person customer engagements on a regular basis.
REQUIREMENTS:
A high school diploma (or equivalent) required; bachelor’s degree preferred. Minimum of six years previous strategic, outside sales, account management experience (preferably in a related industry), or four years of technology or distribution experience in a sales or customer service capacity.
COMPETENCIES:
Business Insight: Applying knowledge of the business and the marketplace to advance the organization’s goals.
Ensures Accountability: Holding self and others accountable to meet commitments.
Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
Being Resilient: Rebounding from setbacks and adversity when facing difficult situations.
Drive Results: Consistently achieving results, even under tough circumstances.
Tech Savvy: Anticipating and adopting innovations in business-building digital and technology applications.
