Senior Account Manager - Cloud Service Providers

Hewlett Packard Enterprise•Frisco, TX

2d•$231,000 - $543,000•Remote

About The Position

The Senior Account Manager serves as the overall account lead and primary point of contact for large named accounts. The role develops an understanding of customers’ business and IT challenges, drives value for clients, and grows company revenue and margin. It focuses on complex solutions, new business opportunities, and managing a product or volume specialty portfolio. Accounts may be managed remotely, with support primarily from presales and inside sales teams. The work is focused on selling to customers and typically takes place outside HPE offices. This role requires recognized expertise and independent judgment in complex sales disciplines. It develops innovative solutions and strategies, sets functional direction, and leads large cross-division teams or projects affecting long-term organizational objectives. The role may mentor and guide other employees but does not primarily manage employees. The position is designated Remote/Teleworker, with work primarily from home. The expected annual combined base and target-level sales compensation is USD 263,000–543,000 in California and USD 231,000–543,000 in Illinois and Texas. The compensation range assumes performance at 100% of the sales plan, with a 50/50 mix of base salary and target-level sales compensation. HPE describes a comprehensive benefits offering supporting physical, financial, and emotional wellbeing, as well as personal and professional development programs.

Requirements

University or bachelor's degree.
Typically 12 or more years of relevant experience.
Five years of commercial account management experience.
Prior selling experience across multiple and diverse selling responsibilities.
Expertise in a product specialty such as computers, printers, servers, or storage.
Experience in a related industry.
Strong time management and presentation skills.
Strong customer relationship management skills, particularly with executives in lines of business and sometimes at board level.
High-level negotiation skills, including advanced sales negotiation and positioning solution value under pricing pressure.
Experience managing end-to-end sales processes for complex, large deals.
Knowledge of the client's industry and awareness of industry trends and strategic IT directions.
Strong knowledge of the company's range of solutions and ability to engage specialist resources as needed.
Ability to understand customer business issues and translate them into company solutions.
Ability to prioritize and drive strategic sales activity on complex, large deals.
Competitive selling skills and ability to sell across platforms and specialties.

Nice To Haves

Advanced degree or MBA.
Recognized expertise in the field by the company and customers, including mentoring on selling strategy and strategy design.
Ability to motivate partners to sell company solutions.
Extensive partner organization knowledge and ability to work with multiple partners to engage clients in business solutions.
Use of financial selling techniques with clients and internal company stakeholders to position value and advance sales.

Responsibilities

Develop account plans and long-term sales pipelines to increase the company's market share.
Manage larger deals and value or volume portfolios, selling 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 to identify and advance opportunities that produce ongoing profitable revenue growth.
Maintain customer loyalty and build trust and integrity.
Advocate for client needs when negotiating solution sales and resolving delivery issues.
Develop business plans in conjunction with customers.
Analyze client industry and competitive information to support substantive customer discussions.
Manage accounts to protect and grow company business, coordinating 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 quotas and/or margin targets.
Enter 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 supply chain approach (Volume Direct or Indirect).