Enterprise Account Manager
About The Position
The Enterprise Account Manager serves as the overall account lead and single point of contact for numerous large named accounts in an assigned country, geographic territory, and/or industry. The role involves understanding clients’ business and IT challenges, driving value for clients, and maximizing company revenue and margin. The position is primarily supported by presales and inside sales resources and focuses on selling to customers, typically outside HPE offices. It calls for recognized expertise, independent judgment, innovative solutions, and leadership of large cross-division teams or projects. The role also provides mentoring and guidance to lower-level employees, develops strategy and functional direction, and does not manage employees as its primary function. The role develops account plans and sales pipelines, builds executive relationships, leads complex sales processes, and coordinates account activity, forecasts, planning, and reporting. It works closely with external partners, advocates for client needs, identifies customer requirements, and connects those requirements to HPE solutions and supply-chain options. The position is designated Remote/Teleworker, meaning the employee will primarily work from home.
Requirements
- University or bachelor's degree.
- Typically 12 or more years of relevant selling experience.
- Five years of commercial account management experience.
- Prior selling experience across multiple, diverse selling responsibilities.
- Expertise in a product specialty, particularly LAN/WAN/security solutions.
- Experience in a related industry.
- Recognized expertise in the field by the company and customers, including mentoring on selling strategy and strategy design.
- Ability to motivate partners to sell company solutions.
- Excellent time-management and presentation skills.
- Strong customer-management and relationship-building skills, especially with executives in lines of business and sometimes at board level.
- High-level negotiation skills, including advanced sales negotiation and positioning solution value under customer pricing pressures.
- Ability to proactively present value solutions and work with multiple partners using partner-organization intelligence.
- Ability to use financial-selling techniques with clients and internally to position value and advance sales motions.
- Expertise managing end-to-end sales processes for complex, large deals.
- Relevant knowledge of clients' industries and ability to keep abreast of trends and lead strategic discussions with IT.
- Strong knowledge of the company's breadth of 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.
- Strong competitive-selling skills and ability to sell across platform and specialty.
Nice To Haves
- Advanced degree or MBA.
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.
- Work extensively with and leverage 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 result in ongoing profitable revenue growth.
- Maintain customer loyalty and build trust and integrity, as indicated by 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 and information to facilitate client dialogue.
- Actively manage accounts to protect and grow company business; coordinate 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 quotas and/or margin.
- 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-business and local teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain, either Volume Direct or Indirect.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Career-development programs to support professional goals and growth, including becoming a subject-matter expert or moving to another division.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
