Senior Account Manager - Strategic Cloud Accounts

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

This 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

Strategic Account Executive

Role Overview

The Strategic Account Executive serves as the primary point of contact for a portfolio of large enterprise customers within an assigned country, geographic territory, or industry. This role develops trusted relationships with senior business and technology leaders, understands customer priorities and challenges, and aligns those needs with solutions that deliver measurable business value.

The Strategic Account Executive is responsible for driving revenue and margin growth through strategic account planning, complex solution sales, new-business development, partner engagement, and disciplined pipeline and forecast management. This role works closely with presales, services, supply chain, global account teams, local teams, and external partners to deliver successful customer outcomes.

Responsibilities

• Develop and execute strategic account plans that 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.

Education And Experience

• 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.
• Demonstrated success managing large, complex sales opportunities and achieving revenue and margin targets.
• Experience selling technology products, services, or solutions across multiple platforms or specialties.
• Experience working with customers, partners, and cross-functional teams in a related industry.
• Experience managing geographically distributed or international accounts preferred.

Knowledge And Skills

• Strong understanding of enterprise technology products, services, and solutions, including computers, servers, storage, printers, infrastructure, and related services.
• Recognized expertise in the relevant technology or solution area.
• Strong executive-level relationship-building skills, including experience working with C-suite executives and senior business and IT leaders.
• Advanced negotiation and commercial-selling skills, particularly when working with procurement and technology stakeholders.
• Ability to position solution value effectively in competitive and price-sensitive situations.
• Strong consultative-selling and value-selling capabilities.
• Ability to use financial-selling techniques to demonstrate business value and advance sales opportunities.
• Expertise managing end-to-end sales processes for complex, large-scale opportunities.
• Strong knowledge of customer industries, business trends, and strategic technology directions.
• Ability to understand customer business challenges and translate them into effective solution strategies.
• Strong knowledge of the company’s portfolio and ability to engage specialist resources as needed.
• Ability to prioritize and drive strategic sales activity across complex accounts and opportunities.
• Strong competitive-selling, presentation, communication, and time-management skills.
• Ability to influence and motivate partners to sell and deliver company solutions. Ability to manage multiple priorities and operate effectively with a high degree of independence.
• Ability to sell across platforms, product categories, and solution specialties.

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.

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#networking

Job

Sales

Job Level

Master

"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 245,500 - 507,000 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 75%/25%."

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

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. Please click here: Equal Employment Opportunity.

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

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