Cloud Networking Enterprise Account Manager - SLED

Hewlett Packard Enterprise • All, WA

3d • Remote

About The Position

Hewlett Packard Enterprise (HPE) is seeking an Enterprise Account Manager to serve as the overall account lead and primary point of contact for large State, Local Government, and Education (SLED) accounts across an assigned geographic territory. This individual will develop a deep understanding of customer business and IT priorities while driving revenue growth, customer value, and market share for HPE. The role focuses on selling cloud networking and enterprise networking solutions, growing existing business, identifying new opportunities, and delivering complex solution sales in collaboration with presales, channel, and inside sales resources. This is a customer-facing role with significant time spent engaging SLED customers, partners, and stakeholders both virtually and in the field. This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Requirements

• University or Bachelor's degree preferred
• 8+ years of experience as referenced above.
• Detailed knowledge of key customer types or customers on given products.
• Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
• Industry experience required.
• Experience selling enterprise networking solutions, including cloud networking, wireless, switching, routing, network infrastructure, or related networking technologies.
• Reside within the assigned Western U.S. territory, preferably in a major metropolitan area with convenient access to a regional airport. Preferred locations include Denver, CO, Seattle, WA, or Portland, OR.
• Good leadership skills and cross functional expertise.
• Good time management skills.
• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
• Hi level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation, and deal closing skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Expertise in managing end-to-end sales processes in large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills.
• Sells across platform and specialty.

Responsibilities

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customer.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly.
• Recommends and Implements industry leading Pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive