Account Manager Higher Education (Southern Ohio)

Hewlett Packard Enterprise•All, OH

3d•$231,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise is seeking an Account Manager to manage higher education accounts in southern and mid Ohio. The role drives proactive campaigns and develops sales opportunities by prospecting, qualifying, negotiating, and closing. The Account Manager receives named accounts and/or covers a designated geography, and works remotely from home while residing in and regularly traveling throughout the region. The position focuses on building long-term sales pipelines, expanding customer opportunities, developing customer relationships, and selling complex products or solutions. The Account Manager partners with account teams and client executives to understand customer business needs, develop account strategies, and promote integrated solutions. The role also requires current knowledge of IT, customer infrastructure, markets, and competitors.

Requirements

University or bachelor's degree, or equivalent work experience.
Eight or more years of sales experience.
Five or more years of higher education account management experience.
Experience in a related industry.
Master-level knowledge of product, solution, or service offerings and competitor offerings to sell large, complex solutions.
Knowledge of key competitors' strengths and weaknesses and how to apply that knowledge within an account.
Expertise in specialty and consultative solution selling and business development to align client needs with solutions.
In-depth knowledge of client business, organizational structure, business processes, and financial structure.
Considerable knowledge of customer infrastructure and architecture.
Strategic planning and business development skills.
C-level engagement skills.
Project oversight skills.
Must reside in and be able to travel regularly within Southern Ohio and throughout Mid Ohio.

Nice To Haves

Advanced degree or MBA preferred.

Responsibilities

Develop a long-term sales pipeline to increase company market share in the higher education sector.
Identify new customer-value opportunities and expand existing opportunities to build the pipeline.
Set direction for business development and solution replication.
Create and grow reference customers.
Sell complex products or solutions to customers through partnership-based relationships.
Build professional, working, and consultative relationships with clients, including C-level executives at mid-to-large accounts, by understanding their industry-specific business needs.
Maintain and apply cross-portfolio knowledge to support account leads with solution integration.
Contribute to enduring executive relationships that demonstrate consultative professionalism and promote the company's total-solution capabilities.
Maintain expertise on IT at all levels, including new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.
Maintain broad market and competitor knowledge to establish credibility with customer executives.
Demonstrate leadership and initiative in driving services sales, including prospecting, negotiating, and closing deals.
Develop business-level strategic plans and effective business cases that reflect the value of appropriate strategies.
Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Use C-level engagement skills in collaboration with account leads to offer value-added solutions.
Provide project oversight.
Work with the account team to build an effective account plan and strategy that drives incremental account revenue.