Commercial SLED Account Manager

Hewlett Packard Enterprise • Madison, WI

15d • Remote

About The Position

Hewlett Packard Enterprise is hiring a Commercial SLED Account Manager to serve as the account lead and primary point of contact for assigned accounts. The role focuses on understanding customers’ business and IT challenges, delivering value, and growing 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 teams. The position is designated Remote/Teleworker, primarily working from home; the ideal candidate will live within a one-hour drive of Madison, Wisconsin, to engage with customers.

This is a senior expert-level sales role requiring independent judgment, strategic planning, and leadership across large cross-division teams or projects. The role does not primarily manage employees, but provides mentoring and guidance to lower-level employees. The account manager works closely with customers, executives, and external partners to develop account and business plans, lead complex sales, manage pipelines and forecasts, and achieve sales quota and margin goals. The position covers SLED and K-12 customers, with E-rate familiarity preferred.

Requirements

• University or bachelor’s degree.
• Typically 8 or more years of relevant selling experience.
• At least 5 years of commercial account management experience.
• Extensive experience in a product specialty such as computers, printers, servers, or storage.
• Experience in a related industry.
• Expertise in the relevant field and ability to mentor on selling strategy, including strategy design.
• Ability to build and manage relationships with senior customer stakeholders, including business executives and, at times, board members.
• Strong negotiation skills, including advanced sales negotiations and positioning solution value amid pricing pressure.
• Strong time-management and presentation skills.
• Ability to understand customer business issues and translate them into company solutions.
• Knowledge of the company’s breadth of solutions and ability to engage specialist resources.
• Ability to manage complex, large-deal sales processes and conduct competitive selling.
• Ideal candidate is within a one-hour drive of Madison, Wisconsin, to engage with customers.

Nice To Haves

• Advanced degree or MBA.
• Experience working with SLED and K-12 customers.
• Familiarity with E-rate.

Responsibilities

• Develop account plans and long-term sales pipelines to grow the company’s market share.
• Manage larger deals and opportunities, value and/or volume portfolios, and sales 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 external partners.
• Build professional relationships with key IT and business executives, including C-level executives.
• Use consultative selling to identify and advance opportunities that support profitable revenue growth.
• Maintain customer loyalty and build trust and integrity.
• Represent client needs in solution-sale negotiations and resolve delivery issues.
• Develop business plans in conjunction with customers.
• Analyze client industry and competitive information to support productive customer discussions.
• Manage accounts to protect and grow company business; coordinate account forecasts, planning, and reporting.
• Direct and coordinate account activity.
• Generate new business and build, monitor, and manage sales pipeline activity.
• Achieve and manage quarterly, half-yearly, and annual quota and/or margin targets.
• Enter 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 and local business teams.
• Identify customer requirements, match them to company capabilities, and select the appropriate supply chain, Volume Direct or Indirect.
• Motivate partners to sell company solutions and work with multiple partners to engage clients in business solutions.
• Use financial-selling techniques to position value and advance sales motions.
• Manage end-to-end sales processes for complex, large deals.
• Keep abreast of client-industry trends and lead discussions with IT about strategic directions and related solutions.
• Engage specialist resources as needed and sell across platforms and specialties.
• Prioritize and drive strategic sales activity for complex, large deals and compete effectively.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Career and professional development programs tailored to individual career goals.

What This Job Offers

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