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 understands clients’ business and IT challenges and requirements, drives client value, and maximizes company revenue and margin. It specializes in a value or volume portfolio such as computers, servers, storage, services, or printers, with a focus on growing existing business, complex solutions, and new opportunities. Accounts may be managed remotely, and the role is supported primarily by presales and inside sales resources. This is a senior sales role requiring recognized authority in relevant subject matter and the ability to develop innovative solutions, influence long-term organizational goals, and lead large cross-division teams or projects. The position provides mentoring and guidance to lower-level employees, exercises independent judgment, and develops strategy and functional policy. It acts as a functional manager within its area of expertise but does not manage employees as a primary job function. The role primarily involves selling to customers through work outside HPE offices. 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 such as computers, printers, servers, or storage.
- Experience in a related industry.
- Recognized expertise in the field by the company and customers, including mentoring in selling strategy and strategy design.
- Ability to motivate partners to sell company solutions.
- Excellent time-management and presentation skills.
- Strong customer relationship-management skills, particularly with business-line executives and sometimes board-level stakeholders.
- Strong negotiation skills with senior customer stakeholders, including advanced sales negotiation and solution-value positioning under pricing pressure.
- Ability to proactively present value solutions.
- Partner-organization intelligence and ability to work with multiple partners 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 ability to keep abreast of trends, lead strategic discussions with IT, and connect those discussions to company solutions.
- 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, portfolio value and/or volume, 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 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 reflected in 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.
- 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 quota 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 and local business teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate company supply chain, whether Volume Direct or Indirect.
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing.
- Career-development programs to help employees reach career goals, develop expertise, or apply skills in another division.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
