Enterprise Account Manager, Networking

Hewlett Packard Enterprise • All, CA

1d • Remote

About The Position

HPE Networking is seeking a high-impact, dynamic sales professional to lead and expand our Enterprise portfolio across the Southern California region. This individual will own and accelerate growth with new logo targeted accounts to win new account business, in addition to driving new cross sale business and deepening relationships across an established customer base.

Requirements

• Minimum 6-8 years experience in networking and/or security sales.
• Bachelor’s degree or equivalent preferred.
• Referenceable track record of successful sales experience within the Southern California region.
• Strong track record of driving sales and working with channel partners in Enterprise accounts.
• Experience developing sales strategies, preparing proposals and quotes, and presenting networking product solutions.
• Broad-based technological awareness in the internetworking industry.
• Knowledge of data networking concepts, with specific skills in routing and switching and campus and branch wireless.
• Excellent communication skills, both written and oral.
• Strong presenter and closer with the ability to demonstrate necessary skills to negotiate issues with peers, partners, and customers using a Win/Win philosophy.
• Creative innovator who is a proactive team player.
• Proven track record working in matrixed environments.
• Excellent business acumen.
• Good relationship building and consultative skills.
• Ability to prioritize in a dynamic, changing environment.
• Ability to travel locally in Southern California.
• Excellent time management skills and presentation skills.
• Go-to expert for the technology or solution being presented.
• High level of negotiation skills at a high level customer management.
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
• Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Expertise in managing end-to-end sales processes in complex, large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis.

Nice To Haves

• Reside in Southern California.

Responsibilities

• Develop targeted new accounts in the Southern California region.
• Maintain a high level of client engagement with a minimum of eight in-person meetings weekly.
• Engage resources, including BUs, marketing, SEs, and partner account managers to drive success.
• Create a consistent cadence for driving partner-led demand generation and call campaigns.
• Utilize strong opportunity management skills.
• Perform executive selling to various CxOs, IT Management, and other key Decision-Makers.
• Utilize relationship management skills to identify decision-makers and influencers.
• Manage opportunities, quota attainment, sales presentations, and short-term, mid-term, and long-term opportunity management.
• Build 3 Month, 6 Month, and 9 Month pipelines.
• Develop account plans and long-term sales pipelines to increase market share.
• Maintain a high level of customer loyalty and build trust and integrity.
• Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
• Enter all opportunities in the pipeline tool and update them weekly.
• Motivate partners to sell HPE solutions.
• Penetrate new accounts to capture market share from competitors.
• Build strong high-level customer management relationships, especially with executives in lines of business and sometimes at the board level.
• Conduct advanced sales negotiations and position solution value under pricing pressures.
• Leverage extensive partner organization intelligence and work closely with multiple partners to engage the client in business solutions.
• Use financial-selling techniques to position value and advance sales motions.
• Manage end-to-end sales processes in complex, large deals.
• Understand the customer's business issues and translate them into HPE solutions.
• Prioritize and drive strategic sales activity on a complex, large deal basis.

Benefits

• Health & Wellbeing comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development programs catered to helping you reach any career goals.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.
• Flexibility to manage work and personal needs.

What This Job Offers

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