Account Manager - Cloud/Service Provider

Hewlett Packard Enterprise Development LP; California, Northern (MO, KY); Hybrid; USD 183,000 - 378,000; Full time

Job summary

Hewlett Packard Enterprise Development LP is recruiting an Account Manager for Cloud/Service Provider who will serve as the overall lead for large named accounts, focusing on driving value and revenue growth while working remotely.

The role requires strategic account planning, cross-functional collaboration with presales and partners, and executive-level engagement to selling hardware, software and services across cloud and services portfolios.

Qualifications

• Deep knowledge of account management and sales processes.
• Proven experience selling to large named accounts and managing complex opportunities.
• Strong collaboration with presales, partners and internal teams.

Responsibilities

• Coordinates/Owns account plans for strategic commercial accounts and manages the planning process.
• Focuses on larger deals and value/volume portfolio management across products and services.
• Builds growth opportunities using account planning and leads weekly reviews.
• Maintains relationships up to executive levels and engages partners to improve win rates.
• Owns pipeline in CRM and achieves quarterly or yearly quota.
• Sell solutions that include hardware, software and services.

Skills

Account management

Sales strategy

Relationship building

Consultative selling

Cross-functional collaboration

Executive engagement

Education

Bachelor's degree

Tools

Salesforce

Job description

Account Manager - Cloud/Service ProviderThis role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.**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:** 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. Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues. ***Responsibilities:**** Coordinates/Owns account plans for strategic commercial accounts in the account planning process* Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company 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 basic enhanced products, solution and service offerings as well as competitors' offerings.* Extensive vertical industry knowledge and advanced degree of selling skills.* Typically 5+ years of experience as referenced above.* Account management experience required.* Experience in product specialty (computers, printers, servers, storage). ***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.#unitedstates### ### #sales**Job:**Sales**Job Level:**Specialist \"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 183,000 - 378,000 in California This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%.\"