Enterprise Account Manager

Hewlett Packard Enterprise•New York, NY

1d•$263,000 - $543,000•Remote

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, or industry. The role develops an understanding of clients’ business and IT challenges and requirements, drives value for clients, and maximizes company revenue and margin. It specializes in a value or volume portfolio, such as computers, servers, storage, services, or printers, with an emphasis on growing existing business, complex solutions, and new business opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The work focuses on selling to customers and typically takes place outside HPE offices. This role requires recognized authority and expertise in relevant subject matter, and contributes innovative principles and ideas. It leads large, cross-division functional teams or projects that affect long-term organizational goals, may participate in cross-division, multi-function teams, and provides mentoring and guidance to lower-level employees. It exercises independent judgment in developing methods and approaches, develops strategy, and sets functional policy and direction. It may act as a functional manager within its area of expertise but does not manage other employees as a primary job function.

Requirements

University or bachelor's degree.
Typically 12 or more years of experience in the referenced selling responsibilities.
Five years of commercial account management experience.
Highly experienced in a product specialty such as computers, printers, servers, or storage.
Experience in a related industry.
Prior selling experience involving multiple, diverse selling responsibilities.
Expertise in the field, recognized by the company and customers, and experience mentoring selling strategy, including strategy design.
Ability to motivate partners to sell company solutions.
Excellent time-management and presentation skills, with expertise in the technology or solution being presented.
Strong customer-management and relationship-building skills, particularly with line-of-business executives and sometimes board-level stakeholders.
High-level negotiation skills and ability to conduct advanced sales negotiations and position solution value under pricing pressure.
Ability to work with multiple partners and use partner-organization intelligence 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 knowledge of clients’ industries and awareness of trends and strategic IT 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.

Responsibilities

Develop account plans and long-term sales pipelines to increase the company's market share.
Manage larger deals and opportunities, value and/or volume portfolios, 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.
Spend substantial time working with and leveraging a diverse set of external partners.
Build 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 measured through company surveys and reports.
Advocate for client needs in solution-sales negotiations and when troubleshooting delivery issues.
Develop business plans in conjunction with customers.
Analyze client-industry and competitive research to facilitate informed client discussions.
Actively manage accounts to protect and grow company business, and coordinate account forecasting, 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 targets.
Enter all opportunities into the pipeline tool and update them weekly.
Build a list of customers willing to provide 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, whether Volume Direct or Indirect.