Major Accounts Manager

Hewlett-Packard; Abu Dhabi; On-site; AED 334,800 - 502,200; Full time

Job summary

Hewlett-Packard in Abu Dhabi is looking for a Sales Specialist who will lead the pursuit in networking and security solutions. The role requires a strong focus on building a sales pipeline and managing professional relationships with clients up to the C-level. Candidates should possess extensive sales experience and project management skills.

This position offers an opportunity to engage with major commercial accounts in Abu Dhabi while collaborating closely with Account Managers. Join HP and be part of a team that's advancing how people live and work through technology.

Qualifications

• 8-12 years of advanced sales experience in networking and security solutions.
• Demonstrated achievement in managing major commercial accounts.
• Extensive knowledge of LAN, WLAN, WAN, Firewall technologies.

Responsibilities

• Create and drive sales pipeline.
• Develop professional relationships up to C-level executives.
• Leverage specialty expertise to build and enhance opportunities.

Skills

Project management skills

Networking and security solutions sales

Account planning

Consultative selling

Forecasting skills

Education

University or Bachelor's degree

Tools

Siebel

Job description

Job Description

Sales Specialists and Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline and uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography or may be allocated to one high-potential competitive attack account.

Job Family Definition

Sales Specialists and Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas.

Management Level Definition

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers.clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities

• Responsible for creating and driving their sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintains knowledge of competitors in account to strategically position the company’s products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category. Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working and consultative relationship with the client up to and including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• May invest time working with and leveraging external partners to deliver sale.
• Directs or coordinates supporting sales activities.

Education and Experience

• University or Bachelor’s degree directly related previous work experience.
• Has demonstrable experience and relationships with major commercial and public sector accounts in Abu Dhabi and has a successful track record in selling networking and security solutions.
• Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
• Extensive selling experience within industry and on similar products. Typically 8-12 years of advanced sales experience.
• Project management skills required. 6 years of product sales in the desired specialty.

Knowledge and Skills

• Is considered an expert in knowledge of products, solutions or service offerings as well as competitor’s offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
• Has clear and demonstrable understanding of Lan, Wlan, Wan, Firewall, SASE and other relevant solutions, technologies and concepts.
• Understands and applies program project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how the company’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates and maintains positive relationships with customers to ensure account retention, growth and positions the company as the preferred vendor for meeting all business needs.
• Establishes a professional working relationship up to the executive level with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts.
• Prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solutions or service offerings as well as competitor’s offerings.
• Understands how to leverage the company’s portfolio and change the playing field on the competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends associated solutions and key partner ISV solutions.
• Maintains expertise on IT at all levels, new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.