Global & Majors Account Manager - HPE Networking (Chicago, IL)

hpe; Illinois; On-site; USD 120,000 - 160,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a Global & Majors Account Manager for HPE Networking. Based in Chicago, IL, you will lead as the single point of contact for large named accounts, understand client IT challenges, and drive value while maximizing revenue and margin.

Remote work is possible for some accounts, supported by presales and inside sales teams. You will develop account plans, manage complex opportunities, and build executive-level relationships to grow the business and ensure

Qualifications

• University or Bachelor’s degree; MBA preferred.
• Extensive selling experience across diverse accounts.
• Mentor in selling strategy and guidance to teams.
• 12+ years of experience in commercial account management.

Responsibilities

• Develop account plans and long-term sales pipelines.
• Focus on large deals and value-based portfolio management.
• Collaborate with management on future business plans.
• Work with external partners to drive opportunities.
• Build relationships with C-level executives and key IT leaders.
• Apply consultative selling to generate profitable revenue growth.
• Manage forecasting, planning and reporting for accounts.
• Coordinate activity across internal and external teams.
• Identify customer needs and align with company capabilities.

Skills

Account management

Consultative selling

Relationship building

Time management

Presentation skills

Education

Bachelor’s degree

MBA preferred

Advanced degree

Job description

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:

HPE Networking is seeking a Global & Majors Account Manager for HPE Networking. The role will be based in Chicago, IL. 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 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.

Responsibilities

• Develops account plans and long-term sales pipeline to increase the company’s market share.
• Focuses on larger deals/opportunities and value and/or volume portfolio management and selling a range of company products and solutions.
• Works with management to develop future business plans; independently determines methods for achieving plans.
• Extensive time spent working with and leveraging a diverse set of external partners.
• Builds strong professional relationships with key IT and business executives, including C level Executives.
• 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.
• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develops business plan in conjunction with the customer.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Actively manages the account to protect and grow the company’s business; coordinates all account forecasts, planning and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors and manages sales pipeline activity.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly
• Builds a list of customers willing to be a reference in person or print.
• 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).

Education And Experience Required

• University or Bachelor’s degree; Advanced degree or MBA preferred.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.
• Typically, 12+ years of experience as referenced above.
• 5 years’ commercial account management experience.
• Highly experienced in product specialty.
• Experience in related industry.

Knowledge And Skills

• Knows how to motivate partners to sell our solutions.
• Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
• Strong high-level customer management relationship building, especially working