Senior Account Manager - Cloud Service Providers

Hewlett Packard Enterprise • All, TX

13h • Remote

About The Position

Hewlett Packard Enterprise is hiring a Senior Account Manager to serve as the overall account lead and single point of contact for large named cloud service provider accounts. The role focuses on understanding customers’ business and IT challenges, delivering value, and maximizing company revenue and margin through growth of existing business, complex solutions, and new business opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The position is designated Remote/Teleworker, primarily working from home.

This is a senior sales role requiring recognized expertise and independent judgment. The account manager develops strategy and functional direction, provides innovative solutions, leads large cross-division teams or projects, and mentors lower-level employees, without managing employees as a primary job function. The role involves extensive collaboration with external partners and company teams, as well as senior customer stakeholders.

The expected annual combined base and target-level sales compensation at 100% of sales plan is USD 263,000–543,000 in California and USD 231,000–543,000 in Illinois and Texas. The compensation mix is 50% base salary and 50% target-level sales compensation. Actual offers may vary based on location, experience, education, training, and skills.

Requirements

• University or bachelor’s degree.
• Typically 12+ years of relevant selling experience.
• At least 5 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 line-of-business executives and, at times, board-level stakeholders.
• High-level negotiation skills and aptitude for advanced sales negotiations, including positioning solution value under customer pricing pressure.
• Ability to present value solutions proactively and work closely with multiple partners to engage clients in business solutions.
• Ability to use financial-selling techniques with clients and internal company stakeholders to position value and advance sales.
• Expertise in managing end-to-end sales processes for complex, large deals.
• Knowledge of the client’s industry and ability to keep abreast of trends and lead strategic discussions with IT.
• Strong knowledge of the company’s breadth 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 for complex, large deals.
• Competitive selling skills and ability to sell across platforms and specialties.

Nice To Haves

• Advanced degree or MBA.
• Viewed as an expert in the field by the company and customers.
• Experience mentoring selling strategy, including designing strategy.
• Ability to motivate partners to sell the company’s solutions.
• Extensive partner-organization intelligence.

Responsibilities

• Develop account plans and long-term sales pipelines to increase the company’s market share.
• Focus on larger deals and opportunities, portfolio management, and 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 strong professional relationships with key IT and business executives, including C-level executives.
• Use consultative selling techniques to identify and advance opportunities that generate ongoing profitable revenue growth.
• Maintain customer loyalty and build trust and integrity, as reflected in company surveys and reports.
• Advocate for client needs when negotiating solution sales and resolving delivery issues.
• Develop business plans in conjunction with customers.
• Analyze client-industry and competitive research 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 quota and/or margin targets.
• Enter all 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 business team members and local teams.
• Identify customer requirements, match them to company capabilities, and select the appropriate supply chain, whether Volume Direct or Indirect.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing for team members and their loved ones.
• Career and professional development programs tailored to career goals and skills development.

What This Job Offers

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