Commercial Account Manager - Networking

Hewlett Packard Enterprise Development LP; Leixlip; On-site; EUR 70,000 - 90,000; Full time

Job summary

Hewlett Packard Enterprise in Ireland is seeking a Commercial Account Manager - Networking to lead mid-market to SMB accounts. This onsite role focuses on understanding clients' IT challenges and delivering value while maximizing revenue and margin for the company.

You will specialise in HPE Networking, collaborate with Sales Engineering and cross-functional teams, and drive growth by developing complex solutions and new business opportunities.

Qualifications

• University or Bachelor's degree preferred.
• Accounts management experience required.
• Experience in solution selling and IT networking.

Responsibilities

• Coordinates/Owns account plans for commercial accounts in the account planning process.
• Focuses on larger deals/opportunities and value/volume portfolio management, selling HPE Networking products and solutions.
• Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
• Establishes a professional relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
• Engages partners effectively to improve win rates on selective deals.
• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed.
• Responsible for achieving/managing quarterly, half yearly or yearly quota.
• Sell solutions that include hardware, software and services.
• Build and deploy a territory account plan that includes working with partners, specialists.

Skills

Account management

Solution selling

Stakeholder management

Strategic selling

Cross-functional collaboration

Education

Bachelor's degree

Job description

Commercial Account Manager - Networking

This role has been designed as ‘Onsite’ with an expectation that you will primarily work 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 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.

Job Description

Location

Leixlip, Kildare, Ireland

This is an office based Sales role, serving as the overall account lead for mid-market to SMB accounts in Ireland. The role will focus on understanding a client’s key business and IT challenges and requirements, and driving value for the client, while maximizing revenue and margin for the company. The role will specialise in a value or volume specialty within HPE Networking, and growing the base business, developing complex solutions and new business opportunities is key. In this role, you will collaborate with Sales Engineering and other cross functional teams as necessary. You'll apply developed subject matter knowledge to solve common and complex business issues and recommend appropriate alternatives. You may be working on problems of diverse complexity and scope, whilst acting as a team or project leader providing direction to team activities and team decision making processes. Successful candidates should be comfortable exercising independent judgment to identify opportunities and solutions but support will be available for advice on complex business issues.

Responsibilities

• Coordinates/Owns account plans for commercial accounts in the account planning process
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HPE Networking products and solutions
• Uses specialty to leverage existing opportunities and branch into more than one BU in the account
• Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
• Engages partners effectively to improve win rates on selective deals
• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
• Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
• Responsible for achieving/managing quarterly, half yearly or yearly quota
• Enters opportunities in pipeline tools and updates them weekly
• Recommends and implements Pipeline management practices
• Sell solutions that include hardware, software and services
• Build and deploy a territory account plan that includes working with partners, specialists
• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
• Reviews and designs sales policy and strategy

Education and Experience Required

University or Bachelor's degree preferred. Has deep knowledge of solution selling in the IT Industry. Extensive vertical industry knowledge and advanced degree of selling skills. Typically 5-8 years of experience as referenced above. Account management experience required. Experience in product specialty (Computer Networks or related fields).

Knowledge and Skills

• Broad understanding of the customer’s needs; applies standard as well as creative solutions to meet those needs
• Ability to coordinate internal and external partners to deliver appropriate solution sale
• Able to interface with senior levels internal to the company and external client and partner groups
• Keeps when to adjust business plans based on account and industry segment opportunities
• Use consultative selling skills to proactively help customer's with making IT business decisions
• Partner organization intelligence aligned with partner management skills
• Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
• Ability to understand the customer’s business issues and translate to the company's solutions
• Ability to prioritize and drive strategic sales activity on a solution basis
• Excels in competitive selling skills
• Needs a good understanding of the channel and how to partner

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.

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.
• 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.

Equal Employment Opportunity Statements

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.

We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.

Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.

We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.

Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

HPE provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

HPE provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

Equal Employment Opportunity is the Law.

Equal Employment Opportunity is the Law - Supplement E-Verify (US & PR only) HPE is an E-Verify employer.

Equal Employment Opportunity is the Law.

HPE is an E-Verify employer.

Additional Information

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.