Northern California Account Manager, K12 & Local Government (San Jose, Santa Cruz, Monterey)

Hewlett Packard Enterprise•San Jose, CA

12d•Remote

About The Position

Northern California Account Manager, K12 & Local Government (San Jose, Santa Cruz, Monterey) This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: HPE Networks is seeking an experienced field sales professional to develop and grow our business and market share across a defined list of customers within local government agencies and K-12 education accounts in Northern CA. The ideal candidate will excel in a dynamic and fast paced environment, while leading all prospecting, demand generation, and sales opportunities across the entire HPE Networking portfolio. This position includes both managing existing customers while at the same time acquiring new business. This role requires a motivated, self-starter with the ability to prioritize and focus on growing the SLED business within K-12 and local government territory.

Requirements

Technical IT sales background highly desirable
7-10 years experience selling IT datacenter networking, WiFi, switching, routing, SD-WAN, and security with a broad knowledge of AI.
Location: remote, based in the Portland metro area
Referenceable track record of successful sales experience within industry and region
Proven track record of driving sales through channel partners in SLED accounts
Experience developing acquisition and retention sales strategies
Ability to prepare quotes and create compelling proposals based on customer requirements by leveraging the HPEN networking portfolio
Fluency with Salesforce.com (and Clari)
Excellent written and oral communication skills
Articulate presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
Excellent relationship building and consultative sales skills with knowledge of the Challenger methodology
Strong business acumen including financial based selling as well as TCO analysis
Accountability
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity (Inactive)
Long Term Planning
Managing Ambiguity + 6 more

Responsibilities

Engage, qualify, and develop both new and existing accounts
Collaborate with SE, Product Specialists, Field Marketing, Inside Sales, Partner Account Managers, etc. as well as HPE’s channel partners
Represent the entire HPEN portfolio including WiFi, routing, datacenter switching, SD-WAN, and security
Create a consistent cadence to driving partner-led demand generation, call campaigns, with strong opportunity management skills
Executive selling skills required, to include various CxOs, IT Management, and other key Decision-Makers
Relationship management skills that translate into identifying decision-makers and influencers within assigned accounts
Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management
Responsible for building quarterly and annual forecasts & pipelines
Engage resources, including the 4 HPEN business units to drive successful business outcomes for aligned accounts
Provide accurate and timely forecasts to sales management on a weekly basis
Coordinate and lead members of virtual account teams: SEs, managers, insides sales, specialists, channel and channel management members, PLM, etc.
Reporting line will be through the Regional Sales Director

Benefits

Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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