Senior Commercial Account Manager

Hewlett Packard Enterprise; Kansas; On-site; USD 195,000 - 280,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Employee assistance program

Flexible spending account

Life insurance

Parental leave

Paid holidays

Flexible vacation and sick leave

Job summary

Hewlett Packard Enterprise seeks a Senior Commercial Account Manager to identify customer requirements and implement account planning for growth opportunities. You will act as a subject‑matter expert, applying consultative selling techniques and mentoring junior account managers.

You will coordinate and own strategic account plans, focus on larger deals, map customer needs to capabilities, and drive revenue growth through effective go‑to‑market strategies.

Qualifications

• Bachelor's or graduate degree in a related field and 7–10 years in account management or related roles.
• Proven track record of meeting or exceeding sales quotas through consultative selling.
• Strong relationship management and negotiation skills.
• Experience with strategic account planning and large, complex deals.

Responsibilities

• Demonstrates advanced subject matter expertise and uses consultative selling to identify opportunities.
• Owns account plans for strategic commercial accounts and handles larger deals.
• Maps customer requirements to the organization’s capabilities and selects suitable supply chain options.
• Builds relationships with high-level clients and aligns solutions to business needs.
• Develops and executes sales and market penetration strategies to drive revenue growth.
• Analyzes KPIs and market trends to provide strategic insights for sales performance.
• Engages with partners to improve win rates and manages quarterly/annual quotas.
• Leads contract negotiations and renewal processes for profitable deals.
• Manages the sales pipeline and performs regular pipeline reviews.
• Conducts strategic business reviews with key clients and identifies areas for improvement.

Skills

Consultative selling

Account management

Sales strategy

Relationship building

Pipeline management

Contract negotiations

Cross-functional collaboration

CRM / Salesforce

Education

Four-year or graduate degree in Sales/Business

Tools

Salesforce

Job description

Senior Commercial Account Manager Description - Job Summary

This role is responsible for identifying customers' unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert, applies consultative selling techniques, and mentors junior account managers.

Responsibilities

• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
• Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
• Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.
• Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
• Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
• Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
• Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.
• Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
• Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
• Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.

Preferred Certifications

• Certified Technology Sales Professional (CTSP)

Knowledge & Skills

• Business Development
• Business To Business
• Cash Handling
• Cash Register
• Cold Calling
• Conflict Resolution
• Customer Relationship Management
• Inside Sales
• Marketing
• Merchandising
• Outside Sales
• Product Knowledge
• Sales Development
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Territory Management
• Salesforce
• Selling Techniques
• Upselling

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope

• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity

• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

The on-target earnings (OTE) range for this role is $195,450 to $280,000 USD annually with a 60%/40% (salary/incentive) mix.

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including:
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview https://hpbenefits.ce.alight.com/)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job - Sales Schedule - Full time Shift - No shift premium (United States of America) Travel - 50% Relocation - No

Equal Opportunity Employer (EEO) - HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s). Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence. For more information, review HP's EEO Policy or read about your rights as an applicant under the law here: "Know Your Rights: Workplace Discrimination is Illegal".

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