Enterprise Account Manager - Cincinnati, OH
Hewlett Packard Enterprise, Frankfort, KY, United States
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 thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here.
Job Description Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. They may have named accounts allocated, cover a designated geography, or may be allocated to one high‑potential, competitive attack account. This position covers the greater Cincinnati, OH area, and you must be able to travel within the territory for customer‑facing meetings.
Responsibilities
Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in specialty area.
Maintain knowledge of competitors in account to strategically position the company's products and services better.
Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
Establish a professional, working, and consultative relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
Contribute to proposal development, negotiations and deal closings.
Work closely with and support account manager, providing technical expertise and support, and participate in client engagements up to C‑level engagements for more complex solutions in smaller accounts.
May focus on growing contractual renewals for mid‑size accounts with some complexity, to higher‑total contract‑value renewals.
Interface with both 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 Required
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 products, solutions or services offerings as well as competitor's offerings, to sell expansive systems or services and attached products.
Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
Understand 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.
Negotiate and drive deals to ensure successful closes and high win rate.
Broad understanding of customer needs; apply standard as well as creative solutions to meet those needs.
Use client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
Leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
Translate product knowledge into customer's added business value.
Use specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
Conceptualize and articulate well‑targeted solutions in area of technical specialty – 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 with account teams and customers.
Understand the 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 in order to focus on the key client opportunities.
Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
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 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 also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here.
Job: Sales
Job Level: Expert
The expected salary/wage range for this position is: United States of America – Annual Salary USD 194,500 - 456,500 in Ohio. 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%.
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 we make 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 continue to innovate and grow together.
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 for employment qualified applicants with criminal histories.
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. 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 of talent should be verified by candidates, and candidates shall be solely responsible to conduct such verification. Any candidate or individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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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 know varied backgrounds are valued and succeed here.
Job Description Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. They may have named accounts allocated, cover a designated geography, or may be allocated to one high‑potential, competitive attack account. This position covers the greater Cincinnati, OH area, and you must be able to travel within the territory for customer‑facing meetings.
Responsibilities
Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in specialty area.
Maintain knowledge of competitors in account to strategically position the company's products and services better.
Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
Establish a professional, working, and consultative relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
Contribute to proposal development, negotiations and deal closings.
Work closely with and support account manager, providing technical expertise and support, and participate in client engagements up to C‑level engagements for more complex solutions in smaller accounts.
May focus on growing contractual renewals for mid‑size accounts with some complexity, to higher‑total contract‑value renewals.
Interface with both 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 Required
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 products, solutions or services offerings as well as competitor's offerings, to sell expansive systems or services and attached products.
Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
Understand 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.
Negotiate and drive deals to ensure successful closes and high win rate.
Broad understanding of customer needs; apply standard as well as creative solutions to meet those needs.
Use client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
Leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
Translate product knowledge into customer's added business value.
Use specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
Conceptualize and articulate well‑targeted solutions in area of technical specialty – 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 with account teams and customers.
Understand the 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 in order to focus on the key client opportunities.
Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
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 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 also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here.
Job: Sales
Job Level: Expert
The expected salary/wage range for this position is: United States of America – Annual Salary USD 194,500 - 456,500 in Ohio. 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%.
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 we make 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 continue to innovate and grow together.
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 for employment qualified applicants with criminal histories.
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. 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 of talent should be verified by candidates, and candidates shall be solely responsible to conduct such verification. Any candidate or individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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