Account Manager Higher Education (Michigan)

Hewlett Packard Enterprise•All, MI

3d•$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. This remote/teleworker role is responsible for driving proactive campaigns, building a sales pipeline, and prospecting, qualifying, negotiating, and closing opportunities. The position has named accounts and/or a designated geographic territory, and requires the employee to reside in and regularly travel within Michigan and northern Ohio. The Account Manager develops customer relationships and long-term business opportunities, sells complex solutions on a partnership basis, and works with account teams to create plans that grow revenue. The role requires a strong understanding of customers’ business needs, IT environments, industry, and competitive landscape, along with the ability to engage executives and position solutions across HPE’s portfolio.

Requirements

University or bachelor’s degree, or equivalent work experience.
8 or more years of sales experience.
5 or more years of higher education account management experience.
Experience in a related industry.
Master-level knowledge of products, solutions, or services and competitor offerings, sufficient to sell large, complex solutions.
Knowledge of key competitors’ strengths and weaknesses and how to apply that knowledge within accounts.
Expertise in specialized consultative solution selling and business development, aligning customer business needs with solutions.
In-depth knowledge of customers’ businesses, organizational structures, business processes, and financial structures.
Considerable knowledge of customer infrastructure and architecture.
Strategic business-development planning and the ability to develop an effective business case.
C-level engagement skills and excellent project oversight skills.
Ability to work and travel regularly within Michigan and northern Ohio; must reside in the region.

Nice To Haves

Advanced degree or MBA.

Responsibilities

Develop a long-term sales pipeline to increase the company’s market share in the higher education sector.
Identify new customer-value opportunities 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.
Build professional, working, consultative relationships with clients, including C-level executives at mid-to-large accounts, by understanding their industry-specific business needs.
Maintain and use cross-portfolio knowledge to support account leads with solution integration.
Develop enduring executive relationships that demonstrate HPE’s consultative expertise and total-solution capabilities.
Maintain expertise on IT at all levels, including new applications, maintenance, CIO budgets, objectives, measures, and metrics.
Maintain broad market and competitor knowledge to establish credibility with customer executives.
Demonstrate leadership and initiative in prospecting, negotiating, and closing services sales.
Develop strategic business-development plans and business cases that reflect the value of proposed strategies.
Balance strategic and tactical pursuits to optimize account coverage and build predictable revenue.
Use C-level engagement skills with account leads to offer value-added solutions.
Provide project oversight and work with the account team to create an effective account plan and strategy for incremental revenue growth.