Enterprise TM - Dallas- Fort Worth

Hewlett Packard Enterprise • All, TX

2d • $198,000 - $465,500 • Remote

About The Position

The Enterprise TM serves as the overall account lead and single point of contact for multiple large named accounts in an assigned territory, country, or industry. The role develops an understanding of customers’ business and IT challenges, delivers value to customers, and drives company revenue and margin. It specializes in a product or value/volume area such as computers, servers, storage, services, or printers, with a focus on growing existing business, selling complex solutions, and identifying new opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources.

At the expert level, the position applies advanced subject matter knowledge to complex business issues, contributes to new ideas and methods, and leads or advises functional project teams and process improvements. It exercises significant independent judgment, represents the organization to external customers, and may mentor lower-level employees.

The role is designated Remote/Teleworker, meaning the employee will primarily work from home. The position is based in the Dallas–Fort Worth area. The stated annual compensation range in Texas is $198,000–$465,500 in combined base and target-level sales compensation, assuming 100% sales-plan attainment; the base and target compensation mix is 50%/50%.

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 the relevant products.
• Broad understanding of customer needs and the ability to develop standard and creative solutions suited to the industry or market.
• Good leadership, cross-functional coordination, and time-management skills.
• Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
• Ability to build 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 lead account resources and ensure coordinated, efficient account management and accountability for results.
• Expertise managing end-to-end sales processes in large deals.
• Relevant knowledge of the client’s industry and ability to discuss strategic IT direction.
• Knowledge of the company’s breadth of solutions and ability to engage specialist resources.
• Ability to understand customer business issues and translate them into company solutions.
• Competitive selling skills.

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 with customers and engage stakeholders at all levels, including senior management and executives.
• Develop business plans in conjunction with customers.
• Use consultative-selling techniques to identify and advance opportunities that produce ongoing profitable revenue growth.
• Maintain customer loyalty and build trust and integrity.
• Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
• Enter opportunities in the pipeline tool and update them weekly.
• Recommend and implement industry-leading pipeline-management practices.
• Implement margin-recovery activities and strategies.
• Act as a first interface for international accounts, collaborating with global and local business teams.
• Identify customer requirements, match them to company capabilities, and select the appropriate company supply chain, direct or indirect.
• Coordinate internal and external account resources to ensure efficient, accountable account management and business results.
• Manage end-to-end sales processes for large deals and drive strategic sales activity for complex solutions.
• Keep abreast of client-industry trends and lead discussions with IT about strategic direction and how company solutions can address customer needs.
• Engage specialist resources as needed and sell across platforms and specialties.

Benefits

• Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
• Career development programs supporting professional growth and skills development.

What This Job Offers

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