Commercial Account Manager

Hewlett Packard Enterprise Development Lp; Gauteng; On-site; ZAR 500 000 - 700 000; Full time

Job summary

A leading technology company is seeking an experienced Account Manager to coordinate account plans for strategic commercial accounts. The ideal candidate will have 5-8 years of experience in account management and a strong understanding of selling solutions that include hardware and software. The role involves building relationships with clients, managing sales strategies, and working closely with partners to achieve business goals.

Qualifications

• 5–8 years of experience in account management.
• Deep knowledge of enhanced products and services.
• Ability to engage with senior clients effectively.

Responsibilities

• Coordinate and own account plans for strategic commercial accounts.
• Sell solutions that include hardware, software, and services.
• Establish professional relationships with clients.

Skills

Account management

Sales strategy

Customer relationship management

Consultative selling

Product knowledge (computers, printers, servers, storage)

Education

Bachelor’s degree

Job description

Responsibilities

• Coordinate and own account plans for strategic commercial accounts within the account planning process.
• Focus on larger deals and value or volume portfolio management, selling a range of company products and solutions.
• Leverage specialties to capitalize on existing opportunities and branch into multiple business units within the account.
• Establish professional relationships up to the executive level with clients, developing a core understanding of their unique business needs.
• Engage partners effectively to improve win rates on selective deals.
• Build growth opportunities using the account planning process; actively manage the process through scheduled reviews and updates.
• Generate leads for volume products and select value products, collaborating with specialists or partners as needed.
• Achieve and manage quarterly, half‑yearly or yearly quota.
• Enter opportunities in pipeline tools and update them weekly.
• Recommend and implement pipeline management practices.
• Sell solutions that include hardware, software and services.
• Build and deploy a territory account plan that includes working with partners and specialists.
• Implement margin recovery activities and strategies in full or partial ownership depending on account coverage.
• Act as the first interface for international accounts, collaborating with global and local business teams.
• Identify customer requirements, match them with company capabilities, and choose the appropriate supply chain (direct or indirect).
• Review and design sales policy and strategy.

Qualifications

• University or Bachelor’s degree preferred.
• 5–8 years of experience in account management with deep knowledge of enhanced products, solution and service offerings, and competitor offerings.
• Extensive vertical industry knowledge and advanced selling skills.
• Experience in product specialty (computers, printers, servers, storage).
• Broad understanding of customer needs, applying standard and creative solutions.
• Ability to coordinate internal and external partners to deliver solutions.
• Capability to interface with senior levels within the company and external client/partner groups.
• Know when to adjust business plans based on account and industry segment opportunities.
• Use consultative selling skills to proactively help customers make IT business decisions.
• Partner organization intelligence aligned with partner management skills.
• Conceptualize and articulate well‑targeted solutions in the area of specialty, from proposal to contract sign‑off.
• Understand customer business issues and translate them into the company's solutions.
• Prioritize and drive strategic sales activity on a solution basis.
• Excels in competitive selling skills.
• Good understanding of the channel and how to partner.

Equal Opportunity Statement

Hewlett Packard Enterprise is an Equal Employment Opportunity employer and does not discriminate on the basis of race, gender, or any other protected category. All employment decisions are made on the basis of qualifications, merit, and business needs.