Commercial SLED Account Manager

Hewlett Packard Enterprise • All, IL

15d • $231,000 - $543,000 • Remote

About The Position

Hewlett Packard Enterprise is seeking a Commercial SLED Account Manager to serve as the overall account lead and single point of contact for named accounts. The role focuses on understanding clients’ business and IT challenges, driving customer 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 resources. The position primarily involves selling to customers outside HPE offices.

This is a remote/teleworker role. The ideal candidate will live within a one-hour drive of Chicago, Illinois, to engage with customers. The role is a senior individual-contributor position that provides expertise, strategic direction, and mentoring, without managing employees as its primary function. The successful candidate will manage complex sales processes and large deals, develop account and business plans, build executive relationships, coordinate account activity, and achieve sales and margin targets.

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.
• Multiple and diverse selling responsibilities.
• Expertise recognized by the company and customers in the relevant field; ability to mentor selling strategy, including strategy design.
• Excellent time-management and presentation skills.
• Strong customer-management and relationship-building skills, particularly with executives in lines of business and, at times, board-level stakeholders.
• High-level negotiation skills and ability to conduct advanced sales negotiations and position solution value under pricing pressure from IT and procurement professionals.
• Ability to proactively present value solutions.
• Ability to motivate partners to sell the company’s solutions and work effectively with multiple partners to engage clients in business solutions.
• Ability to use financial-selling techniques with customers and internal company stakeholders to position value and advance sales.
• Expertise managing end-to-end sales processes for complex, large deals.
• Relevant knowledge of clients’ industries; ability to track trends and lead discussions with IT about strategic directions.
• Strong knowledge of the company’s breadth of solutions and ability to engage specialist resources as needed.
• Ability to understand customers’ 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.
• Experience working with SLED and K-12 customers.
• Familiarity with E-rate.
• Experience in a related industry.
• Residence within a one-hour drive of Chicago, Illinois, to engage with customers.

Responsibilities

• Develop account plans and long-term sales pipelines to increase the company’s market share.
• Manage larger deals and opportunities, portfolio growth, and sales of 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 external partners.
• Build professional relationships with key IT and business executives, including C-level executives.
• Use consultative selling to identify and advance opportunities that generate ongoing profitable revenue growth.
• Maintain customer loyalty and build trust and integrity.
• Advocate for client needs during solution-sale negotiations and when troubleshooting delivery issues.
• Develop business plans in conjunction with customers.
• Analyze client-industry and competitive information to support substantive customer discussions.
• Manage accounts to protect and grow company business, coordinating 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 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, either Volume Direct or Indirect.
• Provide expertise and guidance to lower-level employees and contribute to strategy and functional policy within the area of expertise.

Benefits

• Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
• Programs to support personal and professional development and career goals.

What This Job Offers

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