Enterprise Account Manager (Hunter) - Georgia/Florida
Hewlett Packard Enterprise Development LP, Atlanta, GA, United States
Overview
Enterprise Account Manager (Hunter) - Georgia/Florida : 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 a collaborative approach to growing careers and opportunities with HPE.
Job Description:
The Enterprise Account Manager Hunter role will manage one or several larger accounts or act as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
This role will be responsible for the business and revenue growth and market presence in the Georgia/Florida territory.
Responsibilities
Penetrate whitespace accounts – industry specific / vertical experience / executive relationships
Lead with AI, Cloud, Networking, transformational acquire and win complex deals
Demonstrated success in breaking into large Fortune 100 enterprise accounts; acquiring new wins, Net New Logos, market expansion and growth in account base, innovative/creative approach
Construct strategic executable plans
Understand channel & partner ecosystem
Self-motivated, pro-active, critical thinking skills, resourceful, navigate complex matrix environments (eg. internal & external stakeholders, executives, c-level customers, channel/partner ecosystem etc)
Experience with large accounts/deals, transacting with top fortune 100 accounts, complex/transformational/large scale deals
Outcome based selling translate customer challenges into solution selling
Education and Experience
University or Bachelor’s Degree preferred, or equivalent experience.
6+ years account management experience.
4+ years of hunting net new logos.
Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.
Experience in different sales roles is a plus.
Successful candidate must reside within the greater Georgia/Florida area and be able to travel regularly to customers within the territory.
Knowledge and Skills
Drives Results : Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning : Able to articulate a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
Sales Execution : Able to efficiently deliver on short term sales engagements and objectives.
Continuous Learning : Continuously and actively pursues own learning.
IT Industry Acumen : Builds and maintains knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge : Builds and continually updates understanding of HPE products, solutions, and service offerings—value propositions, differentiators, and benefits to customers.
Team Leadership : Skilled at leading teams (including dispersed and indirect team members) through sales engagements in a complex matrix organization.
Network/Relationship Building : Skilled at creating strong professional relationships; understands the value of networks and collaboration.
Two-way Communication : Listens actively to understand perspectives and articulates value propositions, plans, and proposals in customer- and stakeholder-relevant language.
Influencing and Negotiating : Understands and leverages influencing and negotiation techniques.
Business Acumen : Understands how different parts of a business interoperate to produce outcomes; able to read financial reports and apply insights. Relevant to public sector as well.
Operational Excellence : Demonstrates predictability and operational excellence internally and externally.
Integrity : Acts with integrity in complex situations, even under pressure.
Vertical/Industry Knowledge Preferred : Understands customer industry landscape, enterprise architecture, and partner ecosystem to advise on digital journey plans.
Consulting : Guides customers through a process of achieving business outcomes using HPE portfolio.
Impact/Scope
Large hunting-designated accounts per geo
Manages accounts representing significant revenue for HPE
Works with decision-makers across customer organizations and internal Business Unit teams in a matrix structure
Orchestrates resources for account pursuits
Complexity
Leads complex sales engagements, project management and coordination to meet deadlines
Typically oversees engagements with cross-BU portfolio solutions
Additional Skills
Accountability
Active Learning, Active Listening
Assertiveness, Building Rapport
Cross-Functional Teamwork, Industry Knowledge
Financial Acumen, Growth Mindset
Identifying Sales Opportunities, Managing Ambiguity
Design Thinking, Empathy
What We Can Offer You Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We invest in your career to help you reach career goals and grow within or across divisions.
Unconditional Inclusion
We are unconditionally inclusive and value varied backgrounds. We offer flexibility to manage work and personal needs and are a force for good.
Let's Stay Connected Follow
@HPECareers
on social channels for the latest on people, culture and tech at HPE.
Job:
Sales
Job Level:
Expert
The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
United States: Annual Salary USD 194,500 - 456,500 in Florida & Georgia. This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.
Benefits information:
Information about employee benefits offered in the US can be found at
https://myhperewards.com/main/new-hire-enrollment.html
HPE is an Equal Employment Opportunity / Veteran/ Disabled/ LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers in an inclusive environment where we can innovate and grow together.
Equal Employment Opportunity .
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 qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer
It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment should be verified by candidates. Any candidate who relies on erroneous representations by fraudulent agencies does so at their own risk; HPE disclaims liability for any damages or claims arising from such communication.
#J-18808-Ljbffr
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 a collaborative approach to growing careers and opportunities with HPE.
Job Description:
The Enterprise Account Manager Hunter role will manage one or several larger accounts or act as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
This role will be responsible for the business and revenue growth and market presence in the Georgia/Florida territory.
Responsibilities
Penetrate whitespace accounts – industry specific / vertical experience / executive relationships
Lead with AI, Cloud, Networking, transformational acquire and win complex deals
Demonstrated success in breaking into large Fortune 100 enterprise accounts; acquiring new wins, Net New Logos, market expansion and growth in account base, innovative/creative approach
Construct strategic executable plans
Understand channel & partner ecosystem
Self-motivated, pro-active, critical thinking skills, resourceful, navigate complex matrix environments (eg. internal & external stakeholders, executives, c-level customers, channel/partner ecosystem etc)
Experience with large accounts/deals, transacting with top fortune 100 accounts, complex/transformational/large scale deals
Outcome based selling translate customer challenges into solution selling
Education and Experience
University or Bachelor’s Degree preferred, or equivalent experience.
6+ years account management experience.
4+ years of hunting net new logos.
Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.
Experience in different sales roles is a plus.
Successful candidate must reside within the greater Georgia/Florida area and be able to travel regularly to customers within the territory.
Knowledge and Skills
Drives Results : Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning : Able to articulate a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
Sales Execution : Able to efficiently deliver on short term sales engagements and objectives.
Continuous Learning : Continuously and actively pursues own learning.
IT Industry Acumen : Builds and maintains knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge : Builds and continually updates understanding of HPE products, solutions, and service offerings—value propositions, differentiators, and benefits to customers.
Team Leadership : Skilled at leading teams (including dispersed and indirect team members) through sales engagements in a complex matrix organization.
Network/Relationship Building : Skilled at creating strong professional relationships; understands the value of networks and collaboration.
Two-way Communication : Listens actively to understand perspectives and articulates value propositions, plans, and proposals in customer- and stakeholder-relevant language.
Influencing and Negotiating : Understands and leverages influencing and negotiation techniques.
Business Acumen : Understands how different parts of a business interoperate to produce outcomes; able to read financial reports and apply insights. Relevant to public sector as well.
Operational Excellence : Demonstrates predictability and operational excellence internally and externally.
Integrity : Acts with integrity in complex situations, even under pressure.
Vertical/Industry Knowledge Preferred : Understands customer industry landscape, enterprise architecture, and partner ecosystem to advise on digital journey plans.
Consulting : Guides customers through a process of achieving business outcomes using HPE portfolio.
Impact/Scope
Large hunting-designated accounts per geo
Manages accounts representing significant revenue for HPE
Works with decision-makers across customer organizations and internal Business Unit teams in a matrix structure
Orchestrates resources for account pursuits
Complexity
Leads complex sales engagements, project management and coordination to meet deadlines
Typically oversees engagements with cross-BU portfolio solutions
Additional Skills
Accountability
Active Learning, Active Listening
Assertiveness, Building Rapport
Cross-Functional Teamwork, Industry Knowledge
Financial Acumen, Growth Mindset
Identifying Sales Opportunities, Managing Ambiguity
Design Thinking, Empathy
What We Can Offer You Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We invest in your career to help you reach career goals and grow within or across divisions.
Unconditional Inclusion
We are unconditionally inclusive and value varied backgrounds. We offer flexibility to manage work and personal needs and are a force for good.
Let's Stay Connected Follow
@HPECareers
on social channels for the latest on people, culture and tech at HPE.
Job:
Sales
Job Level:
Expert
The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
United States: Annual Salary USD 194,500 - 456,500 in Florida & Georgia. This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.
Benefits information:
Information about employee benefits offered in the US can be found at
https://myhperewards.com/main/new-hire-enrollment.html
HPE is an Equal Employment Opportunity / Veteran/ Disabled/ LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers in an inclusive environment where we can innovate and grow together.
Equal Employment Opportunity .
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 qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer
It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment should be verified by candidates. Any candidate who relies on erroneous representations by fraudulent agencies does so at their own risk; HPE disclaims liability for any damages or claims arising from such communication.
#J-18808-Ljbffr