Commercial Account Manager IV, Networking
About The Position
The Commercial Account Manager serves as the overall account lead and primary point of contact for multiple large named accounts. The role develops an understanding of customers’ business and IT challenges, drives value for customers, and maximizes company revenue and margin. It specializes in networking and other product areas, focusing on growth in existing business, complex solutions, and new business opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The work focuses on customer-facing sales outside HPE offices. At this expert level, the role applies advanced subject matter knowledge to complex business issues, contributes ideas and methods, leads or advises functional project teams, and supports process improvements and policy development. It represents the organization to external customers, exercises significant independent judgment, and may mentor or guide lower-level employees.
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 relevant products.
- Recognized as an expert within the company and sought out by sales representatives and/or first-level managers for input.
- Leadership skills and cross-functional expertise.
- Good 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 senior customer-management relationships at management and executive levels within lines of business.
- Partner-organization intelligence and partner-management skills.
- Advanced sales negotiation and deal-closing skills.
- Relevant knowledge of the client’s industry and ability to keep abreast of trends and lead discussions about strategic IT directions.
- Ability to understand customer business issues and translate them into company solutions.
- Competitive selling skills and ability to sell across platforms and specialties.
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 organizational levels, with a focus on management-level relationships.
- Develop business plans in conjunction with customers.
- Use consultative selling to identify and advance opportunities that produce ongoing profitable revenue growth.
- Maintain customer loyalty and build trust and integrity.
- Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
- Enter opportunities in the pipeline tool, update them weekly, and recommend and implement leading pipeline-management practices.
- Implement margin-recovery activities and strategies.
- Serve as a first interface for international accounts in collaboration with global and local teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate supply chain, whether Volume Direct or Indirect.
- Coordinate and lead account resources to ensure efficient, accountable account management and business results.
- Manage end-to-end sales processes for large deals and drive strategic sales activity for complex solutions.
- Engage specialist resources as needed to bring the company’s breadth of solutions to customers.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Programs to support career and professional development.
- Flexible ways of working to help manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
