Remote Enterprise Account Executive: Strategic Growth

Hewlett Packard Enterprise; California; Remote; USD 246,000 - 507,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a Strategic Account Executive to serve as the primary contact for a portfolio of large enterprise customers. You will build trusted relationships with senior IT and business leaders and align their priorities with HPE solutions to drive revenue and margin growth.

You will lead end-to-end sales engagements, coordinate with presales, services, and partners, and develop strategic account plans to expand business across geographies.

Qualifications

• Bachelor’s degree or equivalent practical experience required.
• Advanced degree or MBA preferred.
• Typically 12 or more years of progressive enterprise sales or complex solution-sales experience.
• At least 5 years of commercial, strategic, or major-account management experience.
• Experience selling technology products, services, or solutions across multiple platforms.
• Experience working with customers, partners, and cross-functional teams in a related industry.
• Experience managing geographically distributed or international accounts preferred.

Responsibilities

• Develop and execute strategic account plans to increase customer value, revenue, margin, and market share.
• Build and manage a long-term sales pipeline across existing customers, new-business opportunities, and complex solution engagements.
• Establish and maintain trusted relationships with senior IT, business, procurement, and executive stakeholders.
• Use consultative-selling techniques to understand customer business challenges and align them with relevant company products, services, and solutions.
• Lead complex, end-to-end sales engagements, including opportunity strategy, solution positioning, negotiation, commercial close, and customer transition.
• Focus on larger, complex deals and manage a broad portfolio of products, services, and solutions.
• Develop customer business plans in collaboration with account stakeholders.
• Analyze customer industries, business priorities, market conditions, and competitive activity to inform account strategy and executive discussions.
• Coordinate all account activity across presales, services, supply chain, global business teams, local teams, and external partners.
• Motivate and collaborate with partners to develop and sell customer-focused solutions.
• Manage account forecasts, sales activity, pipeline accuracy, reporting, quota attainment, and margin performance.
• Enter and maintain accurate opportunity information in the pipeline management system and update it regularly.
• Identify and implement appropriate margin-recovery strategies when required.
• Advocate for customer needs while resolving commercial, delivery, and service-related issues.
• Maintain high levels of customer loyalty and trust, as reflected in customer feedback and company surveys.
• Develop customer advocacy and reference relationships.
• Serve as the primary interface for international accounts in collaboration with global and local account teams.
• Evaluate customer requirements, align them with company capabilities, and determine the appropriate direct or indirect supply-chain model.
• Generate new business while protecting and expanding existing customer relationships.
• Achieve quarterly, semiannual, and annual revenue and margin targets.

Skills

Strategic account management

Executive relationships

Consultative selling

Negotiation skills

Forecasting

Education

Bachelor's degree

MBA preferred

Tools

CRM systems

Forecasting tools

Job description

Hewlett Packard Enterprise is seeking a Strategic Account Executive to serve as the primary contact for a portfolio of large enterprise customers. You will build trusted relationships with senior IT and business leaders and align their priorities with HPE solutions to drive revenue and margin growth.

You will lead end-to-end sales engagements, coordinate with presales, services, and partners, and develop strategic account plans to expand business across geographies.