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About the Role

Serves as the overall account lead for numerous, large named accounts, understanding client challenges and requirements to drive value for the client while maximizing revenue and margin for the company. Specializes in a value or volume specialty with a focus on growing the base business, complex solutions, and new business opportunities.

Responsibilities

Coordinates/Owns account plans for strategic commercial accounts.
Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
Establishes a professional working relationship with clients and develops a core understanding of their unique business needs.
Engages partners effectively to improve win rates on selective deals.
Builds growth opportunities using the account planning process and actively manages the planning process through scheduled reviews and updates.
Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed.
Responsible for achieving/managing quarterly, half yearly or yearly quota.
Enters opportunities in pipeline tools and updates them weekly, and recommends and implements pipeline management practices.
Sells solutions that include hardware, software and services.
Builds and deploys a territory account plan that includes working with partners and specialists.
Implements margin recovery activities/strategies in full or partial ownership of the account.
Acts as a first interface for international accounts in collaboration with members of global business teams and local teams.
Identifies customer requirements, matches them with company capabilities, and chooses the respective company supply chain accordingly.
Reviews and designs sales policy and strategy.

Requirements

University or Bachelor's degree preferred.
Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
Extensive vertical industry knowledge and advanced degree of selling skills.
Typically 5-8 years of experience.
Account management experience required.
Experience in product specialty (computers, printers, servers, storage).

Skills

Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
Ability to coordinate internal and external partners to deliver appropriate solution sale.
Able to interface with senior levels internal to the company and external client and partner groups.
Knows when to adjust business plans based on account and industry segment opportunities.
Use consultative selling skills to proactively help customers with making IT business decisions.
Partner organization intelligence aligned with partner management skills.
Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
Ability to understand the customer's business issues and translate to the company's solutions.
Ability to prioritize and drive strategic sales activity on a solution basis.
Excels in competitive selling skills.
Needs a good understanding of the channel and how to partner.

Location

Onsite

Work Type

Onsite

Experience Level

5-8 years of experience
Specialist

Education Level

University or Bachelor's degree preferred

Benefits

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

About the Company

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.

Equal Opportunity

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.
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 able one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.