Commercial Account Manager IV, Networking
About The Position
Hewlett Packard Enterprise is seeking a Commercial Account Manager IV specializing in networking. The role is designated remote/teleworker, with work primarily performed from home. The account manager serves as the lead point of contact for multiple large named accounts in an assigned country, geographic territory, or industry. The position focuses on understanding customers’ business and IT challenges, driving value for them, and growing company revenue and margin through specialty sales, complex solutions, and new business opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. This expert-level role applies advanced subject-matter knowledge to complex business issues, contributes to new ideas and methods, and may lead or advise functional project teams and cross-functional initiatives. The account manager represents HPE to external customers, uses independent judgment to achieve objectives, guides process improvements, and may mentor lower-level employees. The position requires extensive customer and partner engagement, including relationships with management and executive-level stakeholders, and coordination of internal and external resources to deliver solutions and achieve business results.
Requirements
- University or bachelor's degree.
- Typically 8–12 years of relevant experience.
- Industry experience.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Detailed knowledge of key customer types or customers for the products being sold.
- Recognized as an expert within the company and sought out by other sales representatives and/or first-level managers for input.
- Good leadership, cross-functional coordination, and time-management skills.
- Broad understanding of customer needs and ability to apply standard and creative solutions suited to the industry or market.
- Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
- Ability to build high-level customer relationships and work with management- and executive-level stakeholders in lines of business.
- Partner-organization intelligence and partner-management skills.
- Advanced sales negotiation and deal-closing skills.
- Relevant knowledge of clients’ industries and ability to understand their business issues and translate them into company solutions.
- Knowledge of the company’s breadth of solutions and ability to engage specialist resources as needed.
- Ability to prioritize and drive strategic sales activity for complex solutions.
- Strong competitive-selling skills.
Responsibilities
- Build growth opportunities through the account planning process and manage planning through scheduled reviews and updates.
- Work extensively with external partners to deliver solution sales.
- Spend significant time directly with customers, engaging stakeholders at all levels, including senior management, across diverse functions and buyer groups.
- Develop business plans in conjunction with customers.
- Use consultative-selling techniques to identify and advance opportunities that generate ongoing profitable revenue growth.
- Maintain customer loyalty and build trust and integrity.
- Achieve and manage quarterly, half-yearly, and annual quota and/or margin targets.
- Enter all opportunities in the pipeline tool and update them weekly.
- Recommend and implement leading pipeline-management practices.
- Implement margin-recovery activities and strategies.
- Act as a first interface for international accounts in collaboration with global and local business teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate supply chain route, including Volume Direct or Indirect.
- Coordinate and lead account resources to ensure efficient, accountable account management and achievement of business results.
- Manage end-to-end sales processes for large deals and prioritize strategic sales activity for complex solutions.
- Keep abreast of client-industry trends and lead discussions with IT stakeholders about strategic directions and how HPE solutions can address them.
- Engage specialist resources as needed and sell across platforms and specialties.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Career-development programs to support professional growth and career goals.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
