Commercial Account Manager

HPE Aruba Networking; Gurugram District; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

HPE Aruba Networking is seeking a senior sales lead to manage large enterprise accounts and drive revenue growth from Gurgaon. You will work on a hybrid schedule, balancing office presence with remote collaboration and partner-led sales strategies.

The ideal candidate brings 8–12 years in enterprise sales, deep industry knowledge, and a proven track record in account planning, negotiations, and cross-functional leadership.

Qualifications

• University or Bachelor's degree required.
• 8–12 years of experience in sales across enterprise accounts.
• Industry experience in computing, servers, storage, or networking.

Responsibilities

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant time with customers; interfaces with senior levels; diverse buyers and functions.
• Develops business plans in conjunction with the customer.
• Applies consultative-selling techniques to identify and advance opportunities for profitable revenue growth.
• Maintains high loyalty and trust, reflecting customer surveys and reports.
• Responsible for achieving quarterly, half-yearly, and annual quota and/or margin.
• Enters opportunities in pipeline tools and updates weekly; implements best-practice pipeline management.
• Leads margin recovery activities and collaborates with global teams on large deals.
• Identifies customer requirements and matches with company capabilities to select the right supply chain.

Skills

Leadership

Time management

Account management

Sales strategy

Negotiation

Stakeholder alignment

Cross-functional collab

Industry knowledge

Education

Bachelor's degree

Job description

This role has been designed as 'Hybrid' with a requirement 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 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

Aruba is an HPE Company, and a leading provider of next-generation network access solutions for the mobile enterprise. Helping some of the largest companies in the world modernize their networks to meet the demands of a digital future, Aruba is redefining the “Intelligent Edge” – and creating new customer experiences across intelligent spaces and digital workspaces. Join us redefine what’s next for you.

Job Family Definition

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

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.

Global Sales

Global Sales at HPE is about building the future. We are redefining what’s next and combining our legacy of innovation with a bold new goal to accelerate everything we do. Our sales organization is comprised of 10,000+ professionals in sales, presales, service, and support functions. Together with our partners, we deliver global, commercial, public sector & small/medium business customers throughout 11 geographies. We’re transforming businesses. Join us redefine what’s next for you.

Responsibilities

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customer.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• 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 (Volume Direct or Indirect).

What You Need To Bring

• University or Bachelor's degree.
• Detailed knowledge of key customer types or customers on given products.
• Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
• Typically 8-12 years of experience as referenced above.
• Industry experience required.
• Experience in product specialty (computers, printers, servers, storage).

Knowledge And Skills

• Has good leadership skills and cross functional expertise.
• Must have good time management skills.
• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
• Hi level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation, and deal closing skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Expertise in managing end- to-end sales processes in large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and