Enterprise Account Manager System Integrator

Job description

Job ID 1025683 Date posted 9/19/2018 Primary Location Virginia, United States; Maryland, United States; District of Columbia, United States Other location All,Maryland,United States of America;All,Virginia,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?

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Serves as the business sales lead for an enterprise account or other large accounts, and may also act as the account lead for a substantial area of a Corporate Account. Understands a client’s critical business priorities and supporting IT challenges and requirements. Focuses on driving value for the client, while maximizing competitive share, revenue, and margin for the company. Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to the company in addition to maintaining and expanding existing product and solution offerings. Responsible for representing company’s portfolio of products and services in a concise, relevant way that resonates with customers and highlights company’s key competitive strengths to drive a purchase decision. Accountable for achieving sales goals. May coordinate the overall account management activities with other company Business Organizations. May also be supported by presales, product/service specialists and inside sales support resources. These jobs focus on selling to customers, typically through work that occurs outside ‘the company’s’ offices.

Responsibilities:
Client/Account Relationship

·  Builds professional working relationships with the client, up to the executive level.
·  Leverages executive sponsors and other company resources to strengthen the company's relationship and credibility with client influencers and decision makers.
·  Researches and understands the client's industry, and develops a core understanding of client business needs and challenges.
·  Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.
·  Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
·  Advocates for client needs during sales cycle and in addressing any delivery issues.
·  Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

Business Management

·  Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company's presence and share in the account.
·  Actively drives ABP results through effective account management and reviews.
·  Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
·  Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company.
·  Represents the entire company portfolio of products and services.
·  Engages with Solution Opportunity Approval & Review process (SOAR).
·  Protects the company's position and focuses on generating new business.
·  Engages partners effectively to improve win rates and delivery of selective deals.
·  Meets or exceeds quarterly and annual revenue & margin quotas.
·  Uses margin management techniques.
·  Participates in/drives Account Team Management
·  Orchestrates all company resources and sponsorship essential for executing the account business plan.
·  Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
·  Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
·  Effectively engages and leverages executive sponsors.
·  Engages company sales specialists, channel and alliance partners to fully leverage Company's portfolio and improve win rate of selective deals.
·  Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.

Education and Experience Required:

·  University or Bachelor's Degree; advanced degree or MBA desired.
·  Experience in IT industry.
·  Experience in vertical industry preferred.
·  Typically 3-5 years account management experience.

Knowledge and Skills:
Account/Business Development

·  Builds strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs.
·  Negotiates at the business manager and IT executive level.
·  Focuses on IT business challenges and drivers to position himself/herself as a trusted advisor within IT operations.
·  Knowledge of client procurement processes and key decision criteria for winning new and/or maintaining existing business.
·  Submits timely and accurate forecasts and continually coaches team to do same.
·  Knowledge of basic financial-selling concepts in support of business cases for company solutions.
·  Knowledge and mastery of company's sales tools and processes (i.e. Siebel, CDSM, TAS).
·  Account/Team Leadership .
·  Ability to manage dedicated global virtual teams (including people management).
·  Demonstrated capability in managing large accounts.
·  Strong presentation and communication skills at the business manager level.
·  Expertise in managing end- to-end sales processes in large deals with a few cross-portfolios.
·  Adheres to SBC and company's code of ethics.

Industry Acumen

·  Solid level of industry acumen; keeps current with trends and be able to converse with client on issues and challenges.

Portfolio Knowledge

·  Knowledge of the company's breadth of solutions and engages appropriate specialist resources as needed.

Specialty Knowledge

·  Applies specialized technical product/service/solution knowledge to assess client's business and identify opportunities to extend current business in the account.
·  Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.
·  Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off. Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.

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.