Account Manager Higher Education (Michigan)

Hewlett Packard Enterprise•Grand Ledge, MI

4d•$231,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise is seeking an Account Manager to manage higher education accounts in Michigan and northern Ohio. The role drives proactive campaigns to build the sales pipeline and uses specialized knowledge to prospect, qualify, negotiate, and close opportunities. The Account Manager will be assigned named accounts and/or a designated geography. This is a remote/teleworker position; the employee must reside in and be able to travel regularly within Michigan and northern Ohio. The role develops long-term sales pipelines and business-development direction, grows customer relationships and reference accounts, and sells complex products or solutions through a consultative, partnership-based approach. It requires broad understanding of HPE’s portfolio, the client’s industry and business needs, IT environments, and the competitive market. The Account Manager collaborates with account leads and teams to develop plans and strategies that grow revenue and deliver value to clients.

Requirements

8+ years of sales experience.
5+ years of higher education account management experience.
Experience in a related industry.
University or bachelor’s degree, advanced degree or MBA, or equivalent work experience.
Mastery of product, solution, or service offerings and competitor offerings sufficient to sell large, complex solutions.
Knowledge of key competitors’ strengths and weaknesses and how to apply that knowledge in accounts.
Expertise in consultative solution selling and business development to align client business needs with solutions.
In-depth knowledge of clients’ businesses, organizational structures, business processes, and financial structures.
Considerable knowledge of customer infrastructure and architecture.
Leadership and initiative in driving services sales, including prospecting, negotiating, and closing deals.
Strategic business-development planning and the ability to build business cases reflecting the value of a strategy.
C-level engagement skills, in collaboration with account leads.
Excellent project oversight skills.
Must reside in and be able to travel regularly within Michigan and northern Ohio.

Nice To Haves

Advanced degree or MBA.

Responsibilities

Manage higher education accounts in Michigan and northern Ohio.
Develop long-term sales pipelines to increase the company’s market share in the specialized area.
Seek new opportunities to create customer value by expanding and enhancing existing opportunities.
Set direction for business development and solution replication.
Create and grow reference customers.
Sell complex products or solutions to customers on a partnership basis.
Establish professional, working, consultative relationships with clients, including C-level executives at mid-to-large accounts, by developing an understanding of their industry-specific business needs.
Maintain and use cross-portfolio knowledge to support account leads with solution integration.
Contribute to enduring executive relationships that demonstrate the company’s consultative professionalism and total-solution capabilities.
Maintain expertise in IT at all levels, including new applications, maintenance, CIO budgets, objectives, measures, and metrics.
Maintain broad market and competitor knowledge to ensure credibility with customer executives.
Prospect, negotiate, and close sales opportunities.
Balance strategic and tactical pursuits to optimize account coverage and develop predictable revenue.
Collaborate with account leads and the account team to build account plans and strategies that drive incremental revenue.
Travel regularly within Michigan and northern Ohio.