Strategic Account Manager - Networking (MI)

Hewlett Packard Enterprise • Grand Ledge, MI

1d • $216,000 - $507,000 • Remote

About The Position

Hewlett Packard Enterprise (HPE) is seeking a Strategic Account Manager to drive growth within a portfolio of large enterprise accounts in Michigan, focusing on HPE Networking. This role is designated as ‘Remote/Teleworker’, meaning primary work will be from home. The Strategic Account Manager will be the main customer relationship owner, responsible for developing and executing strategic account plans, identifying new business opportunities, and expanding existing customer investments. The ideal candidate possesses a strong background in enterprise technology sales, experience managing complex sales cycles, and the ability to build trusted relationships with IT and business decision-makers. The role's primary objective is to drive revenue growth through account expansion, new business development, and collaboration with internal teams and channel partners.

Requirements

• University or Bachelor's degree; Advanced degree or MBA preferred.
• 12+ years of experience.
• 5 years of commercial account management experience.
• Prior selling experience includes multiple, diverse sets of selling responsibilities.
• Viewed as an expert in the given field by company and customer; is a mentor of selling strategy, including designing strategy.
• Experience in Networking products and Services preferred.
• Experience in related industry.
• Must reside in Michigan.
• Willing to travel up to 20%, with regular local travel required to support customer and partner engagement across the territory.
• Knows how to motivate partners to sell our solutions.
• Excellent time management skills and presentation skills.
• Is the go-to expert for the technology or solution being presented.
• Strong high-level customer management relationship building, especially working with executives in lines of business, and sometimes board level.
• High level of negotiation skills at high-level customer management.
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
• Proactive presentation of value solutions.
• Extensive partner organization intelligence and ability to work closely with multiple partners to engage the client in business solutions.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Expertise in managing end-to-end sales processes in complex, large deals.
• Relevant knowledge of the client's industry; keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate them to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis.
• Excels in competitive selling skills.
• Sell across platform and specialty.

Nice To Haves

• Advanced degree or MBA preferred.

Responsibilities

• Develops account plans and long-term sales pipelines to increase market share.
• Focuses on larger deals/opportunities, value and/or volume portfolio management, and selling a range of company products and solutions.
• Works with management to develop future business plans and independently determines methods for achieving them.
• Spends extensive time working with and leveraging a diverse set of external partners.
• Builds strong professional relationships with key IT and business executives, including C-level executives.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth.
• Maintains a high level of customer loyalty and builds trust and integrity.
• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develops business plans in conjunction with the customer.
• Analyzes client industry and competitive research to facilitate rich client dialogue.
• Actively manages accounts to protect and grow business; coordinates all account forecasts, planning, and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors, and manages sales pipeline activity.
• Responsible for achieving/managing quarterly, half-yearly, and annual quota and/or margin.
• Enters all opportunities in the pipeline tool and updates them weekly.
• Builds a list of customers willing to be a reference in person or in print.
• Implements margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with global and local business teams.
• Identifies customer requirements, matches them with company capabilities, and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Benefits

• Health & Wellbeing comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development programs catered to helping you reach any career goals.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.
• Flexibility to manage our work and personal needs.

What This Job Offers

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