Commercial Account Manager

Hewlett Packard Enterprise•Boston, MA

19h•Remote

About The Position

Hewlett Packard Enterprise is hiring a Commercial Account Manager to serve as the overall account lead and single point of contact for large named accounts. The role understands customers’ business and IT challenges, drives client value, and grows company revenue and margin through existing business, complex solutions, and new opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The position focuses on selling to customers, typically outside HPE offices, and is designated Remote/Teleworker, primarily working from home. The position requires recognized expertise in its subject matter and the ability to develop innovative solutions and strategies. It leads large cross-division functional teams or projects, contributes to long-term organizational goals, mentors and guides lower-level employees, and independently determines methods for achieving objectives. It acts as a functional manager within its area of expertise but does not primarily manage employees. The Commercial Account Manager develops account plans and sales pipelines, manages complex opportunities and customer relationships, and coordinates account forecasts, planning, reporting, and sales activity. The role is accountable for quarterly, half-yearly, and annual quota and/or margin, and works with customers, executives, and external partners to identify needs and position HPE solutions. The expected annual combined base and target-level sales compensation range in Massachusetts is USD 263,000–509,000, based on 100% achievement of the sales plan; the on-target compensation mix is 50% base salary and 50% target-level sales compensation.

Requirements

University or bachelor’s degree.
Typically 12 or more years of relevant selling experience.
Five years of commercial account management experience.
Prior selling experience involving multiple, diverse selling responsibilities.
Expertise in a product specialty such as computers, printers, servers, or storage.
Experience in a related industry.
Recognized expertise in the field by the company and customers, including the ability to mentor selling strategy and design strategy.
Strong time-management and presentation skills.
Ability to motivate partners to sell company solutions.
Strong customer-management and relationship-building skills, especially with line-of-business executives and sometimes board-level stakeholders.
High-level negotiation skills, including advanced sales negotiation and positioning solution value under pricing pressure from customer IT and procurement professionals.
Ability to present value solutions proactively.
Partner-organization intelligence 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.
Expertise in managing end-to-end sales processes for complex, large deals.
Relevant knowledge of clients’ industries and ability to keep abreast of trends and lead strategic discussions with IT.
Strong 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, large deals.
Strong competitive selling skills and ability to sell across platforms and specialties.

Nice To Haves

Advanced degree or MBA.

Responsibilities

Develop account plans and long-term sales pipelines to increase the company’s market share.
Focus on larger deals and opportunities, value and/or volume portfolio management, and selling a range of company products and solutions.
Work with management to develop future business plans and independently determine methods for achieving them.
Work extensively with and leverage a diverse set of external partners.
Build professional relationships with key IT and business executives, including C-level executives.
Use consultative selling techniques to identify and advance opportunities that produce ongoing profitable revenue growth.
Maintain customer loyalty and build trust and integrity, as measured by company 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 to facilitate client dialogue.
Actively manage accounts to protect and grow the company’s 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.
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 company supply chain, whether Volume Direct or Indirect.