Commercial SLED Account Manager

Hewlett Packard Enterprise•All, Illinois, United States of America, IL

17d•$231,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise is hiring a remote/teleworker Commercial SLED Account Manager to serve as the overall account lead and single point of contact for assigned large named accounts. The role develops understanding of clients’ business and IT needs, drives value for customers, and grows company revenue and margin by selling HPE products and solutions. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The role focuses on selling outside HPE offices and requires the ideal candidate to live within a one-hour drive of Chicago, Illinois, to engage with customers. This is a senior individual-contributor role requiring recognized expertise in the field. The account manager develops account strategy and sales pipelines, leads complex sales opportunities, coordinates account activity and forecasts, and builds strong relationships with customer executives and external partners. The position includes mentoring and guidance of lower-level employees, but does not manage employees as a primary job function. The stated annual combined base and target-level sales compensation range in Illinois is $231,000–$543,000, assuming performance at 100% 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.
At least 5 years of commercial account management experience.
Extensive experience in a product specialty such as computers, printers, servers, or storage.
Prior selling experience involving multiple, diverse selling responsibilities.
Experience in a related industry.
Expertise in managing end-to-end sales processes for complex, large deals.
Strong time-management and presentation skills.
Strong customer-management and relationship-building skills, particularly with executives in lines of business and sometimes board-level stakeholders.
High-level negotiation skills and ability to conduct advanced sales negotiations and position solution value under pricing pressure from customer IT and procurement professionals.
Ability to motivate partners and work with multiple partner organizations.
Financial-selling skills to position value and advance sales motions.
Knowledge of the client’s industry and ability to discuss trends and strategic direction with IT.
Strong knowledge of the company’s breadth of solutions and ability to understand customer business issues and translate them into company solutions.
Ability to prioritize and drive strategic sales activity for complex, large deals.
Competitive selling skills.
Ability to sell across platforms and specialties.
For this teleworker role, the ideal candidate will be within a one-hour drive of Chicago, Illinois, 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 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.
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 to facilitate substantive client discussions.
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 targets.
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.
Motivate partners to sell company solutions and work closely with multiple partners to engage clients in business solutions.
Use financial-selling techniques internally and with clients 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 direction and related opportunities.
Engage specialist resources as needed and sell across platforms and specialties.
Prioritize and drive strategic sales activity for complex, large deals, and compete effectively in the marketplace.
Mentor lower-level employees in selling strategy, including strategy design.