Commercial Account Manager IV

Hewlett Packard Enterprise • Newtown Square, PA

1d • $198,000 - $465,500 • Remote

About The Position

Hewlett Packard Enterprise is seeking a Commercial Account Manager IV to support its office in Pennsylvania. The role is designated Remote/Teleworker, with work primarily performed from home. The position manages commercial customer accounts and drives profitable revenue growth through consultative selling, strategic account planning, pipeline management, and coordination with internal teams and external partners. The role works with customer stakeholders across functions and levels, including management and executives, and may act as a first interface for international accounts in collaboration with global and local teams.

The position is expected to achieve quarterly, half-yearly, and annual quota and/or margin goals. The stated annual combined base and target-level sales compensation range for Pennsylvania is USD 198,000–465,500, based on 100% attainment of the sales plan; the compensation mix is 50% base salary and 50% target-level sales compensation.

Requirements

• University or bachelor's degree.
• Typically 8–12 years of relevant experience.
• Industry experience.
• Detailed knowledge of key customer types or customers for the relevant products.
• Product specialty experience involving computers, printers, servers, or storage.
• Good 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 appropriate solution sales.
• Ability to build customer-management relationships at management and executive levels in lines of business.
• Partner organization intelligence and partner-management skills.
• Advanced sales negotiation and deal-closing skills.
• Expertise in managing end-to-end sales processes in large deals.
• Relevant knowledge of the client's industry and ability to link customer business issues to company solutions.
• Ability to understand the company's breadth of solutions and engage specialist resources as needed.
• Competitive selling skills.

Responsibilities

• Build growth opportunities using 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 and engage stakeholders across functions and levels, particularly management.
• Develop business plans in conjunction with customers.
• Apply 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.
• Enter all opportunities in the pipeline tool and update them weekly.
• Recommend and implement industry-leading pipeline management practices.
• 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 supply chain, whether Volume Direct or Indirect.
• Identify and lead account resources to coordinate efficient account management and accountability for business results.
• Manage end-to-end sales processes for large deals and prioritize and drive strategic sales activity for complex solutions.
• Keep abreast of client-industry trends and lead discussions with IT about strategic directions and related opportunities.
• Engage specialist resources as needed and sell across platforms and specialties.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career development programs to support professional growth and career goals.
• Flexibility to manage work and personal needs.

What This Job Offers

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