Major Accounts Manager Abu Dhabi

Hewlett Packard Enterprise; Dubai; On-site; AED 350,000 - 500,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a Major Accounts Manager to lead end-to-end sales for large accounts in Abu Dhabi. This hybrid role expects office work about 2 days per week as part of the UAE deployment.

You will develop and execute strategic account plans, build relationships up to C-level, and collaborate with account teams to close multi-year opportunities in networking and security solutions.

Qualifications

• University degree or equivalent related work experience.
• Experience with major commercial and public sector accounts in Abu Dhabi.
• Proven track record in selling networking and security solutions.
• 8–12 years of advanced sales experience.
• 6+ years of product sales in the desired specialty.

Responsibilities

• Create and drive sales pipeline and manage leads.
• Maintain knowledge of competitors to position offerings.
• Expand opportunities to build the pipeline and drive pursuit.
• Support Account Managers and input on business development and solutions.
• Develop quota objectives and future direction for defined product category.
• Establish executive-level relationships with clients.
• Leverage external partners to deliver sales.
• Direct or coordinate supporting sales activities.

Skills

Accountability

Active Listening

Cross-Functional Teamwork

Creativity

Critical Thinking

Customer Experience

Design Thinking

Empathy

Financial Acumen

Growth Mindset

Industry Knowledge

Negotiation

Long Term Planning

Managing Ambiguity

Education

Bachelor’s degree

Advanced sales experience

8–12 years of sales experience

Project management skills

Tools

Siebel

Job description

Major Accounts Manager Abu Dhabi

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

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 onfinding 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.

Job Description:

Job Family Definition:

Sales Specialists & 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, 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.

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 in 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, solution 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 & 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, solution or service offerings as well as competitor’s offerings.
• Understands how to leverage the company’s portfolio and change the playing field on our 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.

#UnitedArabEmirates

#Networking

Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

• We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

• We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

• We are unconditionally inclusive in the way we work and celebrate individual uniqueness.