Global/Major Account Manager, Hewlett Packard Enterprise

Global/Major Account Manager

Hewlett Packard Enterprise

Location:

United States, Newtown Square

Category:

Sales

Contract Type:

Employment contract

Salary:

210500.00 - 495000.00 USD / Year

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Job Description:

Serves as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Job Responsibility:

Develops account plans and long-term sales pipeline
Focuses on larger deals/opportunities and value and/or volume portfolio management
Works with management to develop future business plans
Extensive time spent working with and leveraging a diverse set of external partners
Builds strong professional relationships with key IT and business executives
Applies consultative-selling techniques
Maintains high-level of customer loyalty
Advocates for client needs
Develops business plan in conjunction with the customer
Analyzes client industry and competitive research
Actively manages the account
Directs and coordinates all activity on account(s)
Focuses on generating new business
Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
Enters all opportunities in pipeline tool
Builds a list of customers willing to be a reference
Ability to implement margin recovery activities/strategies
Acts as a first interface for international accounts
Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain

Requirements:

University or Bachelor's degree
Advanced degree or MBA preferred
Prior selling experience includes multiple, diverse set of selling responsibilities
Viewed as expert in given field by company and customer
Typically 12+ years of experience
5 years commercial account management experience
Highly experienced in product specialty (computers, printers, servers, storage)
Experience in related industry
Knows how to motivate partners to sell our solutions
Excellent time management skills and presentation skills
Strong high-level customer management relationship building
High level of negotiation skills
Adept at advanced sales negotiations
Extensive partner organization intelligence
Expertise in managing end-to-end sales processes
Relevant knowledge of client's industry
Strong knowledge of the company's breadth of solutions
Ability to understand the customer's business issues
Ability to prioritize and drive strategic sales activity
Excels in competitive selling skills
Sell across platform and specialty

Nice to have:

Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity
Long Term Planning
Managing Ambiguity

What we offer:

Health & Wellbeing
Personal & Professional Development
Diversity, Inclusion & Belonging

Additional Information:

Job Posted:

March 20, 2025

Employment Type:

Fulltime

Work Type:

Remote work

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