Commercial Account Manager IV, Networking
About The Position
The Commercial Account Manager serves as the overall account lead and single point of contact for numerous large named accounts in an assigned country, geographic territory, and/or industry. The role develops an understanding of customers’ business and IT challenges and requirements, drives customer value, and maximizes company revenue and margin. It specializes in networking and complex solutions, growing existing business, and developing new business opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The role focuses on selling to customers, typically outside HPE offices. This expert-level position applies advanced subject matter knowledge to complex business issues, evaluates complex situations and data, contributes to new ideas and methods, and provides expertise and direction to functional project teams and process improvements. It may represent the organization to external customers, exercise significant independent judgment, and mentor or guide lower-level employees.
Requirements
- University or bachelor's degree.
- Typically 8–12 years of relevant experience.
- Industry experience is required.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Detailed knowledge of key customer types or customers for assigned 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.
- Strong 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 relationships and work with management and executive stakeholders in lines of business.
- Partner-organization intelligence and partner-management skills.
- Advanced sales negotiation and deal-closing skills.
- Ability to identify and lead account resources to achieve coordinated, efficient account management and business results.
- Expertise managing end-to-end sales processes in large deals.
- Knowledge of the client’s industry and ability to keep abreast of trends and lead strategic discussions with IT.
- Knowledge of the company’s breadth 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 solutions.
- Competitive selling skills and ability to sell across platforms and specialties.
Responsibilities
- Build growth opportunities through the account planning process and actively manage plans through scheduled reviews and updates.
- Work extensively with external partners to deliver solution sales.
- Spend significant time with customers, engaging stakeholders at all levels, including management and executives, 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, as reflected in company-conducted surveys and reports.
- Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
- Enter all opportunities into the pipeline tool and update them weekly.
- Recommend and implement industry-leading pipeline management practices.
- Implement margin recovery activities and strategies.
- Serve 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, whether Volume Direct or Indirect.
- Coordinate and lead account resources to ensure effective account management, accountability, and business results.
- Manage end-to-end sales processes for large deals and drive strategic sales activity for complex solutions.
- Keep abreast of industry trends and lead discussions with IT on strategic direction, connecting customer needs to company solutions.
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing.
- Programs supporting career development and professional growth.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
