Senior Account Manager - Strategic Cloud Accounts

Hewlett Packard Enterprise•All, California, United States of America, CA

1d•$245,500 - $507,000•Remote

About The Position

The Strategic Account Executive serves as the primary point of contact for a portfolio of large enterprise customers within an assigned country, geographic territory, or industry. This role develops trusted relationships with senior business and technology leaders, understands customer priorities and challenges, and aligns those needs with solutions that deliver measurable business value. The Strategic Account Executive is responsible for driving revenue and margin growth through strategic account planning, complex solution sales, new-business development, partner engagement, and disciplined pipeline and forecast management. This role works closely with presales, services, supply chain, global account teams, local teams, and external partners to deliver successful customer outcomes.

Requirements

Bachelor’s degree or equivalent practical experience required.
Typically 12 or more years of progressive enterprise sales or complex solution-sales experience.
At least 5 years of commercial, strategic, or major-account management experience.
Demonstrated success managing large, complex sales opportunities and achieving revenue and margin targets.
Experience selling technology products, services, or solutions across multiple platforms or specialties.
Experience working with customers, partners, and cross-functional teams in a related industry.
Strong understanding of enterprise technology products, services, and solutions, including computers, servers, storage, printers, infrastructure, and related services.
Recognized expertise in the relevant technology or solution area.
Strong executive-level relationship-building skills, including experience working with C-suite executives and senior business and IT leaders.
Advanced negotiation and commercial-selling skills, particularly when working with procurement and technology stakeholders.
Ability to position solution value effectively in competitive and price-sensitive situations.
Strong consultative-selling and value-selling capabilities.
Ability to use financial-selling techniques to demonstrate business value and advance sales opportunities.
Expertise managing end-to-end sales processes for complex, large-scale opportunities.
Strong knowledge of customer industries, business trends, and strategic technology directions.
Ability to understand customer business challenges and translate them into effective solution strategies.
Strong knowledge of the company’s portfolio and ability to engage specialist resources as needed.
Ability to prioritize and drive strategic sales activity across complex accounts and opportunities.
Strong competitive-selling, presentation, communication, and time-management skills.
Ability to influence and motivate partners to sell and deliver company solutions.
Ability to manage multiple priorities and operate effectively with a high degree of independence.
Ability to sell across platforms, product categories, and solution specialties.

Nice To Haves

Advanced degree or MBA preferred.
Experience managing geographically distributed or international accounts preferred.

Responsibilities

Develop and execute strategic account plans that increase customer value, revenue, margin, and market share.
Build and manage a long-term sales pipeline across existing customers, new-business opportunities, and complex solution engagements.
Establish and maintain trusted relationships with senior IT, business, procurement, and executive stakeholders.
Use consultative-selling techniques to understand customer business challenges and align them with relevant company products, services, and solutions.
Lead complex, end-to-end sales engagements, including opportunity strategy, solution positioning, negotiation, commercial close, and customer transition.
Focus on larger, complex deals and manage a broad portfolio of products, services, and solutions.
Develop customer business plans in collaboration with account stakeholders.
Analyze customer industries, business priorities, market conditions, and competitive activity to inform account strategy and executive discussions.
Coordinate all account activity across presales, services, supply chain, global business teams, local teams, and external partners.
Motivate and collaborate with partners to develop and sell customer-focused solutions.
Manage account forecasts, sales activity, pipeline accuracy, reporting, quota attainment, and margin performance.
Enter and maintain accurate opportunity information in the pipeline management system and update it regularly.
Identify and implement appropriate margin-recovery strategies when required.
Advocate for customer needs while resolving commercial, delivery, and service-related issues.
Maintain high levels of customer loyalty and trust, as reflected in customer feedback and company surveys.
Develop customer advocacy and reference relationships.
Serve as the primary interface for international accounts in collaboration with global and local account teams.
Evaluate customer requirements, align them with company capabilities, and determine the appropriate direct or indirect supply-chain model.
Generate new business while protecting and expanding existing customer relationships.
Achieve quarterly, semiannual, and annual revenue and margin targets.