Enterprise Account Manager

Job description

Job ID 1020097 Date posted 6/18/2018 Primary Location Plano, Texas, United States; Skillman, New Jersey, United States; Palo Alto, California, United States; San Francisco, California, United States Other location Palo Alto,California,United States of America;San Francisco,California,United States of America;Plano,Texas,United States of America Job Category Sales Schedule Full time Shift No shift premium (United States of America)

At Hewlett Packard Enterprise (HPE), we live by three core values that drive our business: Partner. Innovate. Act. These values combine to help us create important work all over the world to advance how people live and work.

We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time.  You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?

Location can be in Plano, TX; New Jersey; or Walnut Creek, CA

The Enterprise Account Manager (EAM) is proficient in IT solution sales for products, services, software and are responsible for leading sales pursuits in their assigned focus areas. Collaborates with account team members and sales specialists that support the account. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, account.

Responsibilities:

·  Responsible for creating and driving their sales pipeline. Capture leads outside of focus area and use closed-loop lead management to ensure assignment and follow- up by others.
·  Maintains knowledge of competitors in account to strategically position the company's products and services better.
·  Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
·  Provide input regarding business development and solution expertise.
·  Development of quota objectives and future direction for defined product categories.
·  Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
·  May invest time working with and leveraging external partners to deliver sale.
·  Directs or coordinates supporting sales activities.

Education and Experience Required:

·  University or Bachelor's degree; technology degree preferred
·  Directly related previous work experience in IT.
·  Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
·  Extensive selling experience within industry and on similar products.
·  Typically 8-12 years of advanced sales experience.
·  Project management skills required.
·  2-3 years of product sales in the desired specialty.

Knowledge and Skills:

·  Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
·  Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
·  Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
·  Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
·  Account planning and accurate account revenue forecasting skills.
·  Collaborates with management and sales teams to ensure seamless integration of specialist sales for the overall sales activities.
·  Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
·  Establishes a professional working relationship, up to the executive level, with the client.
·  Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
·  Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
·  Deep knowledge of products, solution or service offerings as well as competitor's offerings.
·  Understands how to leverage the company's portfolio and change the playing field on our competitors.
·  Utilizes Salesforce to accurately identify, track and forecast business
·  Understands and sells high value software solutions.
·  Understands selling of services sales and support contracts.
·  Leverages services as part of strategic product sales.
·  Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
·  Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
·  Experience working with telecommunications providers
·  Has established relationships with Verizon
·  Understands the application of NFV in a cellular network
·  Proficient with virtualization, Hybrid IT and cloud technology

HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status

We offer:

·  A competitive salary and extensive social benefits
·  Diverse and dynamic work environment
·  Work-life balance and support for career development
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Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.