Senior HPEN Account Manager

Hewlett Packard Enterprise • All, VA

14d • $198,000 - $465,500 • Remote

About The Position

The Senior HPEN Account Manager serves as the overall account lead and single point of contact for multiple large named accounts in an assigned country, geographic territory, and/or industry. The role understands customers’ business and IT challenges, drives value for customers, and maximizes company revenue and margin. It specializes in a value or volume area such as computers, servers, storage, services, or printers, with a focus on growing existing business, complex solutions, and new opportunities. Accounts may be managed remotely, and the role is supported primarily by presales and inside sales resources. The position focuses on selling to customers, typically outside HPE offices.

At the expert level, the role applies advanced subject matter knowledge to complex business issues, contributes to new ideas and methods, and evaluates complex situations using multiple factors. It leads or provides expertise to functional project teams, may participate in cross-functional initiatives, guides process improvements, and establishes policies. The role frequently represents the organization to external customers, exercises significant independent judgment, and may mentor and guide lower-level employees.

The position is designated Remote/Teleworker, primarily working from home. It requires a Top Secret/SCI clearance with a full-scope polygraph. The expected annual combined base and target-level sales compensation range in Virginia is USD 198,000–465,500, based on performance at 100% of sales plan; the on-target compensation mix is 50% base salary and 50% target-level sales compensation.

Requirements

• Bachelor's degree.
• 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 given products.
• Top Secret/SCI clearance with full-scope polygraph.
• Demonstrated expertise within the company, with other sales representatives and/or first-level managers seeking the candidate’s input.
• Good leadership, cross-functional, and time-management skills.
• Broad understanding of customer needs and ability to apply standard and creative solutions suited to the industry or market.
• Ability to coordinate multiple internal and external partners at multiple levels to deliver solution sales.
• Ability to build high-level 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.
• Relevant knowledge of the client’s industry and ability to understand customer business issues and translate them into company solutions.
• Knowledge of the company’s breadth of solutions.
• Ability to prioritize and drive strategic sales activity for complex solutions.
• Competitive selling skills.

Responsibilities

• Build growth opportunities through the account planning process and actively manage planning with scheduled reviews and updates.
• Work extensively with external partners to deliver solution sales.
• Spend significant time directly with customers, interfacing with stakeholders at all levels, including senior management, across diverse functions and buyer groups.
• Develop business plans in conjunction with customers.
• 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-conducted surveys and reports.
• Achieve and manage quarterly, half-yearly, and annual quota and/or margin.
• Enter all opportunities in the pipeline tool and update them weekly.
• Recommend and implement industry-leading pipeline management practices.
• 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 company supply chain, whether Volume Direct or Indirect.
• Coordinate and lead account resources to support efficient, coordinated account management and accountability for business results.
• Manage end-to-end sales processes for large deals and drive strategic sales activity for complex solutions.
• Keep abreast of customer-industry trends, lead discussions with IT on strategic directions, and link those discussions to company solutions.
• Engage specialist resources as needed and sell across platforms and specialties.

Benefits

• The company describes a comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• The company offers programs supporting career development and professional growth.

What This Job Offers

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