Commercial Account Manager

Hewlett Packard Enterprise • Boston, MA

1d • $263,000 - $509,000 • Remote

About The Position

Hewlett Packard Enterprise is hiring a Commercial Account Manager to serve as the overall account lead and primary point of contact for numerous large named accounts in an assigned country, geographic territory, or industry. The role develops an understanding of clients’ business and IT challenges and requirements, drives client value, and maximizes company revenue and margin. It focuses on a value or volume specialty, such as computers, servers, storage, services, or printers, and on growing existing business, complex solutions, and new opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The work is focused on selling to customers and typically takes place outside HPE offices.

The position calls for recognized authority in relevant subject matter and the ability to contribute innovative principles and solutions in complex disciplines. The account manager may lead large cross-division functional teams or projects, mentor and guide lower-level employees, and exercise independent judgment in developing methods and strategies. It acts as a functional manager within its area of expertise but does not manage other employees as a primary job function.

The role is designated Remote/Teleworker, with work primarily performed from home. The stated annual compensation range for Massachusetts is USD 263,000–509,000 in combined base and target-level sales compensation, based on 100% sales-plan attainment; the base and target compensation mix is 50%/50%.

Requirements

• University or bachelor’s degree.
• Typically 12 or more years of relevant experience.
• At least 5 years of commercial account management experience.
• Prior selling experience involving multiple, diverse selling responsibilities.
• Expert-level knowledge in a relevant field, recognized by the company and customers, and experience mentoring selling strategy, including strategy design.
• Extensive experience in a product specialty such as computers, printers, servers, or storage.
• Experience in a related industry.
• Ability to motivate partners to sell company solutions.
• Excellent time-management and presentation skills, with expertise in the technology or solution being presented.
• Strong customer-management and relationship-building skills, particularly with business executives and sometimes board-level stakeholders.
• High-level negotiation skills with senior customer stakeholders.
• Ability to conduct advanced sales negotiations and position solution value under customer pricing pressure, including proactively presenting value solutions.
• Extensive knowledge of partner organizations and ability to work with multiple partners to engage clients in business solutions.
• Ability to use financial-selling techniques with clients and internally to position value and advance sales motions.
• Expertise managing end-to-end sales processes for complex, large deals.
• Relevant knowledge of clients’ industries, including keeping abreast of trends and leading discussions about strategic IT directions and their connections to business needs.
• Strong knowledge of the company’s range of solutions and ability to engage specialist resources as needed.
• Ability to understand customer business issues and translate them into company solutions.
• Ability to prioritize and drive strategic sales activity for complex, large deals.
• Strong competitive-selling skills.
• Ability to sell across platforms and specialties.

Nice To Haves

• Advanced degree or MBA.

Responsibilities

• Develop account plans and a long-term sales pipeline to increase the company’s market share.
• Focus on larger deals and opportunities, value and/or volume portfolio management, and sales of a range of company products and solutions.
• Work with management to develop future business plans and independently determine methods for achieving them.
• Spend extensive time working with and leveraging a diverse set of external partners.
• Build strong professional relationships with key IT and business executives, including C-level executives.
• Use consultative-selling techniques to identify and advance opportunities that generate ongoing profitable revenue growth.
• Maintain customer loyalty and build trust and integrity, as reflected in company-conducted surveys and reports.
• Advocate for client needs when negotiating solution sales and troubleshooting delivery issues.
• Develop business plans in conjunction with customers.
• Analyze client-industry and competitive research and information to facilitate substantive client dialogue.
• Actively manage accounts to protect and grow company business, coordinating account forecasts, planning, and reporting.
• Direct and coordinate all activity on assigned accounts.
• Generate new business and build, monitor, and manage sales-pipeline activity.
• Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
• Enter all opportunities in the pipeline tool and update them weekly.
• Build a list of customers willing to serve as references in person or in print.
• Implement margin-recovery activities and strategies.
• Act as a first interface for international accounts in collaboration with global-business and local teams.
• Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain, whether Volume Direct or Indirect.

Benefits

• The company describes a comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career-development programs intended to help employees reach career goals, become subject-matter experts, or apply their skills in another division.

What This Job Offers

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