Enterprise TM - Dallas- Fort Worth

Hewlett Packard Enterprise•Frisco, TX

4d•$198,000 - $465,500•Remote

About The Position

The Enterprise TM serves as the overall account lead and single point of contact for numerous large named accounts in an assigned territory, country, or industry. The role develops an understanding of customers’ business and IT challenges and requirements, drives customer value, and maximizes company revenue and margin. It focuses on growing existing business, complex solutions, and new business opportunities in a product specialty such as computers, servers, storage, services, or printers. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The role applies advanced subject matter expertise to complex business issues, leads or advises project teams, contributes to new ideas and process improvements, and represents the organization to external customers. It exercises significant independent judgment and may mentor lower-level employees. The role is designated Remote/Teleworker, primarily working from home, and is based in the Dallas–Fort Worth area.

Requirements

University or bachelor’s degree.
Typically 8–12 years of relevant experience.
Industry experience.
Experience in a product specialty such as computers, printers, servers, or storage.
Detailed knowledge of key customer types or customers for given products.
Recognized as an expert within the company and sought out by sales representatives and/or first-level managers for input.
Leadership skills and cross-functional expertise.
Good time-management skills.
Broad understanding of customer needs and ability to apply standard and creative solutions appropriate to the industry or market.
Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
Ability to build senior customer relationships and work with management and executive-level stakeholders in lines of business.
Partner-organization intelligence and partner-management skills.
Advanced sales negotiation and deal-closing skills.
Ability to prioritize and drive strategic sales activity for complex solutions.
Competitive selling skills.
Ability to understand customer business issues and translate them into company solutions.

Responsibilities

Build growth opportunities through the account-planning process and manage planning through scheduled reviews and updates.
Work extensively with external partners to deliver solution sales.
Spend significant time directly with customers, engaging stakeholders at all levels, including management and executives across diverse functions and buyer groups.
Develop business plans in conjunction with customers.
Use consultative selling to identify and advance opportunities that generate ongoing profitable revenue growth.
Maintain customer loyalty and build trust and integrity, as reflected in company-conducted surveys and reports.
Achieve and manage quarterly, half-yearly, and annual quota and/or margin targets.
Enter all opportunities in the pipeline tool, update them weekly, and recommend and implement leading pipeline-management practices.
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 to company capabilities, and select the appropriate company supply chain, whether Volume Direct or Indirect.
Coordinate account resources and internal and external partners to deliver solutions and achieve business results.
Manage end-to-end sales processes for large deals, including negotiation and deal closing.
Keep abreast of customer-industry trends and lead strategic discussions with IT stakeholders.
Engage specialist resources as needed and sell across platforms and specialties.