SLED Territory Account Manager
Hewlett Packard Enterprise Development LP, Olympia, Washington, United States, 98502
Overview
SLED Territory Account Manager. This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are
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 values varied backgrounds, flexibility to manage work and personal needs, and bold moves together as a force for good. Job Description
Role:
SLED Territory Account Manager. The role focuses on serving as the overall account lead for large named accounts, managing relationships, understanding client business and IT challenges, and driving value while maximizing revenue and margin. Roles may be remote and are supported primarily by presales and inside sales resources. This position typically involves selling to customers outside traditional office settings. Responsibilities
Coordinates/owns account plans for strategic commercial accounts in the account planning process Focuses on larger deals/opportunities and value and/or volume portfolio management, selling a range of company products and solutions Uses specialty to leverage existing opportunities and branch into more than one business unit in the account Establishes a professional working relationship (up to the executive level) with clients and develops a core understanding of the unique business needs Engages partners effectively to improve win rates on selective deals Builds growth opportunities using the account planning process; actively manages planning 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; 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 Ability to implement margin recovery activities/strategies in full or partial ownership depending on account coverage Acts as a first interface for international accounts in collaboration with global and local business teams Identifies customer requirements, matches with company capabilities and selects appropriate supply chain (Direct or Indirect) Reviews and designs sales policy and strategy Education and Experience Required
University or Bachelor’s degree preferred Deep knowledge of basic enhanced products, solutions and service offerings as well as competitors’ offerings Extensive vertical industry knowledge and advanced selling skills Typically 5-8 years of experience as related to the role Account management experience required Experience in product specialty (computers, printers, servers, storage) Knowledge and 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 Uses consultative selling skills to proactively help customers make IT business decisions Partner organization intelligence aligned with partner management skills Conceptualizes and articulates well-targeted solutions from proposal to contract sign-off Ability to understand the customer’s business issues and translate them to the company’s solutions Ability to prioritize and drive strategic sales activity on a solution basis Excels in competitive selling Requires a good understanding of the channel and how to partner Additional Skills
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 Can Offer You
Health & Wellbeing:
We strive to provide a comprehensive benefits suite supporting physical, financial, and emotional wellbeing. Personal & Professional Development:
We invest in your career with programs to help you reach career goals, whether becoming a knowledge expert or applying skills to another division. Unconditional Inclusion:
We are unconditionally inclusive, value varied backgrounds, and offer flexibility to manage work and personal needs. We make bold moves together and strive to be a force for good. Let's Stay Connected
Follow @HPECareers on social channels for updates on people, culture and tech at HPE. Equal Employment Opportunity and Compliance
HPE is an Equal Employment Opportunity employer and does not discriminate on race, gender, or any other protected category. Decisions are based on qualifications, merit, and business need. We strive to be a representative global team and an inclusive environment. Hewlett Packard Enterprise is an EEO Protected Veteran/Individual with Disabilities employer. We will comply with all applicable laws related to arrest and conviction records where applicable. Note on Recruitment Fraud
HPE will never charge candidates a registration or recruitment fee. Verify with any recruitment agencies directly and exercise due diligence when sharing personal information.
#J-18808-Ljbffr
SLED Territory Account Manager. This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are
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 values varied backgrounds, flexibility to manage work and personal needs, and bold moves together as a force for good. Job Description
Role:
SLED Territory Account Manager. The role focuses on serving as the overall account lead for large named accounts, managing relationships, understanding client business and IT challenges, and driving value while maximizing revenue and margin. Roles may be remote and are supported primarily by presales and inside sales resources. This position typically involves selling to customers outside traditional office settings. Responsibilities
Coordinates/owns account plans for strategic commercial accounts in the account planning process Focuses on larger deals/opportunities and value and/or volume portfolio management, selling a range of company products and solutions Uses specialty to leverage existing opportunities and branch into more than one business unit in the account Establishes a professional working relationship (up to the executive level) with clients and develops a core understanding of the unique business needs Engages partners effectively to improve win rates on selective deals Builds growth opportunities using the account planning process; actively manages planning 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; 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 Ability to implement margin recovery activities/strategies in full or partial ownership depending on account coverage Acts as a first interface for international accounts in collaboration with global and local business teams Identifies customer requirements, matches with company capabilities and selects appropriate supply chain (Direct or Indirect) Reviews and designs sales policy and strategy Education and Experience Required
University or Bachelor’s degree preferred Deep knowledge of basic enhanced products, solutions and service offerings as well as competitors’ offerings Extensive vertical industry knowledge and advanced selling skills Typically 5-8 years of experience as related to the role Account management experience required Experience in product specialty (computers, printers, servers, storage) Knowledge and 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 Uses consultative selling skills to proactively help customers make IT business decisions Partner organization intelligence aligned with partner management skills Conceptualizes and articulates well-targeted solutions from proposal to contract sign-off Ability to understand the customer’s business issues and translate them to the company’s solutions Ability to prioritize and drive strategic sales activity on a solution basis Excels in competitive selling Requires a good understanding of the channel and how to partner Additional Skills
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 Can Offer You
Health & Wellbeing:
We strive to provide a comprehensive benefits suite supporting physical, financial, and emotional wellbeing. Personal & Professional Development:
We invest in your career with programs to help you reach career goals, whether becoming a knowledge expert or applying skills to another division. Unconditional Inclusion:
We are unconditionally inclusive, value varied backgrounds, and offer flexibility to manage work and personal needs. We make bold moves together and strive to be a force for good. Let's Stay Connected
Follow @HPECareers on social channels for updates on people, culture and tech at HPE. Equal Employment Opportunity and Compliance
HPE is an Equal Employment Opportunity employer and does not discriminate on race, gender, or any other protected category. Decisions are based on qualifications, merit, and business need. We strive to be a representative global team and an inclusive environment. Hewlett Packard Enterprise is an EEO Protected Veteran/Individual with Disabilities employer. We will comply with all applicable laws related to arrest and conviction records where applicable. Note on Recruitment Fraud
HPE will never charge candidates a registration or recruitment fee. Verify with any recruitment agencies directly and exercise due diligence when sharing personal information.
#J-18808-Ljbffr