Commercial Account Manager - Networking

Hewlett Packard Enterprise; Naas; On-site; EUR 70,000 - 90,000; Full time

Job summary

Hewlett Packard Enterprise in Ireland seeks a Commercial Account Manager – Networking to lead mid-market to SMB accounts. You will understand client IT challenges, drive value, maximize revenue and margin, specialise in HPE Networking, and collaborate with Sales Engineering and cross-functional teams.

You’ll develop plans, grow the base business, and manage opportunities end-to-end, including hardware, software and services, with executive-level relationship building and a focus on delivering

Qualifications

• University or Bachelor's degree preferred.
• Deep knowledge of solution selling in the IT industry.
• Typically 5–8 years of account management experience.
• Experience in product specialty (Computer Networks).

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.
• Collaborates with partners and cross functional teams to grow the base business and develop complex solutions.
• Establishes a professional relationship with clients up to the executive level and understands unique business needs.
• Generates leads for company volume products and collaborates with specialists or partners as needed.
• Sells hardware, software and services and manages pipeline opportunities.

Skills

Solution selling

Account management

Stakeholder engagement

Cross-functional collaboration

Education

Bachelor's degree

Job description

Who We Are

This role has been designed as ''Onsite' with an expectation that you will primarily work from an HPE office.

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

Commercial Account Manager - Networking

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.


• Knows 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. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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.

Let's Stay Connected

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job

Sales

Job Level

Specialist

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.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.