Enterprise Account Manager - Boston, MA
Hewlett Packard Enterprise, Boston, MA, United States
Enterprise Account Manager – Boston, MA
Remote/Teleworker: primarily work from home. This position covers the greater Boston MA area; you must be able to travel within the territory for customer‑facing meetings.
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 thrives on finding new and better ways to accelerate what’s next. We value diverse backgrounds and success here. We provide flexibility to manage work and personal needs. We make bold moves together as a force for good.
Job Description Sales Specialists & Consultants are product, services, software or solution specialists that lead pursuit in their assigned focus areas. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, use specialized knowledge to prospect, qualify, negotiate and close opportunities. They may have named accounts or cover a designated geography or one high‑potential attack account.
They apply subject‑matter knowledge to solve business issues and recommend alternatives. They work on problems of diverse complexity and scope, may lead teams or projects, facilitate information validation, and exercise independent judgment on complex business decisions.
Responsibilities
Seek out new opportunities and expand existing opportunities to build and manage the pipeline in specialty area.
Maintain knowledge of competitors and strategically position the company's products and services.
Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
Establish a professional, consultative relationship with clients, understanding their unique business needs.
Contribute to proposal development, negotiations and deal closings.
Work closely with and support account managers, providing technical expertise and participating in client engagements up to C‑level for complex solutions in smaller accounts.
Focus on growing contractual renewals for mid‑size accounts with some complexity to higher‑total contract‑value renewals.
Interface with internal and external/industry experts to anticipate customer needs and facilitate solutions development.
Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Education and Experience
University or Bachelor's degree preferred.
Demonstrated success in achieving progressively higher quota.
Vertical industry knowledge required – Enterprise Accounts.
Typically, 5+ years of sales experience required.
Experience selling compute solutions preferred.
Knowledge and Skills
Deep knowledge of product, solution or service offerings and competitor's offerings.
Understand industry and market segment, integrating knowledge into consultative selling.
Understand IT role and how the company's solutions address vertical industry challenges.
Negotiate and drive deals to ensure successful closes and high win rate.
Broad understanding of customer needs; apply standard and creative solutions.
Use client engagement skills with account leads to propose expansive systems or service solutions.
Leadership and initiative in driving specialty sales – prospecting, negotiating and closing deals.
Translate product knowledge into customer's added business value.
Actively prospect within accounts, discovering or cultivating sales opportunities.
Conceptualize and articulate well‑targeted solutions from proposal to contract sign‑off.
Take a deal through the sales cycle including closing or supporting the close of a deal.
Demonstrate high service knowledge and professionalism in researching and sharing service‑related information.
Understand channel and work an effective plan to increase sales with partners.
Regular use of Siebel to update deal profile and forecast accurately.
Understand services as part of strategic product sales.
Good prioritization and delegation skills to focus on key client opportunities; knowledge of industry trends and partner solutions.
Benefits
Health & Wellbeing
– comprehensive suite of benefits supporting physical, financial and emotional wellbeing.
Personal & Professional Development
– programs to help career growth.
Unconditional Inclusion
– inclusive culture celebrating uniqueness.
Compensation United States of America: Annual Salary USD 166,000 - 322,000 in Massachusetts. This range reflects the minimum to maximum combined base and target‑level sales compensation for 100% of the sales plan. Base salary and target compensation mix is 60%/40%. Actual offer may vary by location, experience, education, and skill level.
Equal Employment Opportunity HPE is an Equal Employment Opportunity / Veterans / Disabled / LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. All decisions are based on qualifications, merit, and business need. Our goal is to be one global team representative of our customers in an inclusive environment. 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.
Recruitment Fraud Disclaimer HPE and its authorized recruiting agencies will never charge any candidate a registration fee, hiring fee, or any other fee. Candidates should verify any hiring agency claiming to work with HPE. HPE disclaims liability for any damages or claims resulting from fraudulent employment agencies.
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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 thrives on finding new and better ways to accelerate what’s next. We value diverse backgrounds and success here. We provide flexibility to manage work and personal needs. We make bold moves together as a force for good.
Job Description Sales Specialists & Consultants are product, services, software or solution specialists that lead pursuit in their assigned focus areas. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, use specialized knowledge to prospect, qualify, negotiate and close opportunities. They may have named accounts or cover a designated geography or one high‑potential attack account.
They apply subject‑matter knowledge to solve business issues and recommend alternatives. They work on problems of diverse complexity and scope, may lead teams or projects, facilitate information validation, and exercise independent judgment on complex business decisions.
Responsibilities
Seek out new opportunities and expand existing opportunities to build and manage the pipeline in specialty area.
Maintain knowledge of competitors and strategically position the company's products and services.
Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
Establish a professional, consultative relationship with clients, understanding their unique business needs.
Contribute to proposal development, negotiations and deal closings.
Work closely with and support account managers, providing technical expertise and participating in client engagements up to C‑level for complex solutions in smaller accounts.
Focus on growing contractual renewals for mid‑size accounts with some complexity to higher‑total contract‑value renewals.
Interface with internal and external/industry experts to anticipate customer needs and facilitate solutions development.
Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Education and Experience
University or Bachelor's degree preferred.
Demonstrated success in achieving progressively higher quota.
Vertical industry knowledge required – Enterprise Accounts.
Typically, 5+ years of sales experience required.
Experience selling compute solutions preferred.
Knowledge and Skills
Deep knowledge of product, solution or service offerings and competitor's offerings.
Understand industry and market segment, integrating knowledge into consultative selling.
Understand IT role and how the company's solutions address vertical industry challenges.
Negotiate and drive deals to ensure successful closes and high win rate.
Broad understanding of customer needs; apply standard and creative solutions.
Use client engagement skills with account leads to propose expansive systems or service solutions.
Leadership and initiative in driving specialty sales – prospecting, negotiating and closing deals.
Translate product knowledge into customer's added business value.
Actively prospect within accounts, discovering or cultivating sales opportunities.
Conceptualize and articulate well‑targeted solutions from proposal to contract sign‑off.
Take a deal through the sales cycle including closing or supporting the close of a deal.
Demonstrate high service knowledge and professionalism in researching and sharing service‑related information.
Understand channel and work an effective plan to increase sales with partners.
Regular use of Siebel to update deal profile and forecast accurately.
Understand services as part of strategic product sales.
Good prioritization and delegation skills to focus on key client opportunities; knowledge of industry trends and partner solutions.
Benefits
Health & Wellbeing
– comprehensive suite of benefits supporting physical, financial and emotional wellbeing.
Personal & Professional Development
– programs to help career growth.
Unconditional Inclusion
– inclusive culture celebrating uniqueness.
Compensation United States of America: Annual Salary USD 166,000 - 322,000 in Massachusetts. This range reflects the minimum to maximum combined base and target‑level sales compensation for 100% of the sales plan. Base salary and target compensation mix is 60%/40%. Actual offer may vary by location, experience, education, and skill level.
Equal Employment Opportunity HPE is an Equal Employment Opportunity / Veterans / Disabled / LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. All decisions are based on qualifications, merit, and business need. Our goal is to be one global team representative of our customers in an inclusive environment. 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.
Recruitment Fraud Disclaimer HPE and its authorized recruiting agencies will never charge any candidate a registration fee, hiring fee, or any other fee. Candidates should verify any hiring agency claiming to work with HPE. HPE disclaims liability for any damages or claims resulting from fraudulent employment agencies.
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