Commercial SLED Account Manager
About The Position
The Commercial SLED Account Manager serves as the overall account lead and primary point of contact for multiple large named accounts. The role develops customer relationships, understands business and IT challenges, and grows revenue and margin by selling company products and solutions. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The position focuses on selling to customers, typically through work outside HPE offices, and is designated as remote/teleworker, primarily working from home. The ideal candidate will live within a one-hour drive of Madison, Wisconsin, to engage with customers. The role is a recognized expert in its area, contributes innovative ideas, leads large cross-division functional teams or projects, and provides mentoring and guidance to lower-level employees. It independently develops methods and strategies for achieving objectives and sets functional policy and direction, without managing employees as a primary job function. The expected annual compensation range in Wisconsin is $231,000–$543,000, representing combined base and target-level sales compensation at 100% of sales plan. The stated compensation mix is 50% base salary and 50% target-level sales compensation.
Requirements
- Typically 8 or more years of relevant experience.
- At least 5 years of commercial account management experience.
- University or bachelor's degree.
- Prior selling experience involving multiple, diverse selling responsibilities.
- Recognized expertise in the field by the company and customers, including mentoring on selling strategy and strategy design.
- Highly experienced in a product specialty such as computers, printers, servers, or storage.
- Experience in a related industry.
- Excellent time-management and presentation skills.
- Strong customer relationship and executive-management skills, including experience with lines-of-business executives and sometimes board-level contacts.
- High-level negotiation skills and capability in advanced sales negotiations, positioning solution value under pricing pressure, and proactively presenting value solutions.
- Ability to work closely with multiple partners and use partner knowledge to engage clients in business solutions.
- Ability to use financial-selling techniques with clients and internally to position value and advance sales.
- Expertise managing end-to-end sales processes for complex, large deals.
- Relevant client-industry knowledge and ability to keep abreast of trends and lead strategic discussions with IT.
- Strong knowledge of the company's broad 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.
- Competitive selling skills and ability to sell across platforms and specialties.
Nice To Haves
- Advanced degree or MBA.
- Experience working with SLED and K-12 customers.
- Familiarity with E-rate.
- Ability to motivate partners to sell company solutions.
Responsibilities
- Develop account plans and long-term sales pipelines to increase company market share.
- Manage larger deals and value and/or volume portfolios, 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 to identify and advance opportunities that produce ongoing profitable revenue growth.
- Maintain customer loyalty and build trust and integrity, as reflected in company surveys and reports.
- Advocate for client needs when negotiating solution sales and resolving delivery issues.
- Develop business plans in conjunction with customers.
- Analyze client-industry and competitive research to support productive customer discussions.
- Manage accounts to protect and grow company business, coordinating 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 objectives.
- 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 to company capabilities, and select the appropriate supply chain, either Volume Direct or Indirect.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Career development programs to support career goals and skill development.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
