Global Account Manager (Seattle, WA / Southern, CA)
Hewlett Packard Enterprise, Anaheim, CA, 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 value varied backgrounds and foster success. We offer flexibility to manage work and personal needs, make bold moves together, and act as a force for good. If you are looking to stretch and grow your career, our culture will embrace you and open opportunities with HPE.
Job Description We are seeking a Global Account Manager for HPE Networking GMA. The role serves as the overall account lead and single point of contact for large Global accounts headquartered in the U.S., focusing on driving value for the client while maximizing revenue and margin. The manager specializes in understanding the customer’s business and building a foundation of supporters/influencers to enter other lines of business within the account. Value‑based selling with strategic thinking, growing base business, complex solutions, and new opportunities is a core focus.
Responsibilities
Develop account plans and a long‑term sales pipeline to increase the company’s market share.
Focus on larger deals/opportunities and value and/or volume portfolio management, selling a range of company products and solutions.
Work with management to develop future business plans; independently determine methods for achieving plans.
Leverage a diverse set of external partners extensively.
Build strong professional relationships with key IT and business executives, including C‑level executives.
Apply consultative‑selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth.
Maintain high levels of customer loyalty and build trust and integrity, as indicated in company‑conducted surveys and reports.
Advocate for client needs when negotiating solution sales and troubleshooting delivery issues.
Develop a business plan in conjunction with the customer.
Analyze client industry and competitive research to facilitate rich client dialogue.
Actively manage the account to protect and grow the company’s business; coordinate all account forecasts, planning, and reporting.
Direct and coordinate all activity on account(s).
Focus on generating new business and build, monitor, and manage sales pipeline activity.
Responsible for achieving/ managing quarterly, half‑yearly, and annual quota and/or margin.
Enter all opportunities in the pipeline tool and update them weekly.
Build a list of customers willing to be a reference in person or print.
Implement margin recovery activities/strategies.
Act as a first interface for international accounts in collaboration with global and local teams.
Identify customer requirements, match with company capabilities, and choose the respective supply chain (Volume Direct or Indirect).
Education And Experience Required
University or Bachelor’s degree; advanced degree or MBA preferred.
Prior selling experience across multiple, diverse responsibilities.
Viewed as an expert in the field by company and customers; mentor-selling strategy, including designing strategy.
Typically 12+ years of experience in that capacity.
5+ years of commercial account management experience.
High experience in product specialties such as computers, printers, servers, storage.
Related industry experience.
Knowledge And Skills
Motivates partners to sell our solutions.
Excellent time‑management and presentation skills; go‑to expert for the technology or solution being presented.
High‑level customer relationship building, especially with executives and board level.
Strong negotiation skills at high‑level customer management.
Advanced sales negotiations and positioning solution value under pricing pressures.
Extensive partner organization intelligence and ability to engage the client in business solutions.
Uses financial‑selling techniques internally and with clients to position value and advance sales motions.
Expertise in managing end‑to‑end sales processes in complex, large deals.
Relevant knowledge of client industry; keeps abreast of trends and leads discussions with IT on strategic directions.
Strong knowledge of the company’s breadth of solutions and engages specialist resources as needed.
Translates customer business issues into company solutions.
Prioritizes and drives strategic sales activity on a complex, large‑deal basis.
Excels in competitive selling skills.
Sells across platform and specialty.
Additional Skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias Awareness
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 invest in your career because the better you are, the better we all are. We offer specific programs to help 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 how we work and celebrate individual uniqueness. Varied backgrounds are valued and succeed here. We provide flexibility to manage our work and personal needs, make bold moves together, and act as a force for good.
Compensation The expected salary/wage range for this position is provided below. Actual offer may vary based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 245,500 - 507,000 in California; 216,000 - 507,000 in Washington. 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 50%/50%.
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, and all decisions we make are based on 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.
Legal Compliance 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 Notice It has come to HPE’s attention that there has been an increase in recruitment fraud where scammers impersonate HPE or 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, its subsidiaries, and 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.
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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 varied backgrounds and foster success. We offer flexibility to manage work and personal needs, make bold moves together, and act as a force for good. If you are looking to stretch and grow your career, our culture will embrace you and open opportunities with HPE.
Job Description We are seeking a Global Account Manager for HPE Networking GMA. The role serves as the overall account lead and single point of contact for large Global accounts headquartered in the U.S., focusing on driving value for the client while maximizing revenue and margin. The manager specializes in understanding the customer’s business and building a foundation of supporters/influencers to enter other lines of business within the account. Value‑based selling with strategic thinking, growing base business, complex solutions, and new opportunities is a core focus.
Responsibilities
Develop account plans and a long‑term sales pipeline to increase the company’s market share.
Focus on larger deals/opportunities and value and/or volume portfolio management, selling a range of company products and solutions.
Work with management to develop future business plans; independently determine methods for achieving plans.
Leverage a diverse set of external partners extensively.
Build strong professional relationships with key IT and business executives, including C‑level executives.
Apply consultative‑selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth.
Maintain high levels of customer loyalty and build trust and integrity, as indicated in company‑conducted surveys and reports.
Advocate for client needs when negotiating solution sales and troubleshooting delivery issues.
Develop a business plan in conjunction with the customer.
Analyze client industry and competitive research to facilitate rich client dialogue.
Actively manage the account to protect and grow the company’s business; coordinate all account forecasts, planning, and reporting.
Direct and coordinate all activity on account(s).
Focus on generating new business and build, monitor, and manage sales pipeline activity.
Responsible for achieving/ managing quarterly, half‑yearly, and annual quota and/or margin.
Enter all opportunities in the pipeline tool and update them weekly.
Build a list of customers willing to be a reference in person or print.
Implement margin recovery activities/strategies.
Act as a first interface for international accounts in collaboration with global and local teams.
Identify customer requirements, match with company capabilities, and choose the respective supply chain (Volume Direct or Indirect).
Education And Experience Required
University or Bachelor’s degree; advanced degree or MBA preferred.
Prior selling experience across multiple, diverse responsibilities.
Viewed as an expert in the field by company and customers; mentor-selling strategy, including designing strategy.
Typically 12+ years of experience in that capacity.
5+ years of commercial account management experience.
High experience in product specialties such as computers, printers, servers, storage.
Related industry experience.
Knowledge And Skills
Motivates partners to sell our solutions.
Excellent time‑management and presentation skills; go‑to expert for the technology or solution being presented.
High‑level customer relationship building, especially with executives and board level.
Strong negotiation skills at high‑level customer management.
Advanced sales negotiations and positioning solution value under pricing pressures.
Extensive partner organization intelligence and ability to engage the client in business solutions.
Uses financial‑selling techniques internally and with clients to position value and advance sales motions.
Expertise in managing end‑to‑end sales processes in complex, large deals.
Relevant knowledge of client industry; keeps abreast of trends and leads discussions with IT on strategic directions.
Strong knowledge of the company’s breadth of solutions and engages specialist resources as needed.
Translates customer business issues into company solutions.
Prioritizes and drives strategic sales activity on a complex, large‑deal basis.
Excels in competitive selling skills.
Sells across platform and specialty.
Additional Skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias Awareness
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 invest in your career because the better you are, the better we all are. We offer specific programs to help 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 how we work and celebrate individual uniqueness. Varied backgrounds are valued and succeed here. We provide flexibility to manage our work and personal needs, make bold moves together, and act as a force for good.
Compensation The expected salary/wage range for this position is provided below. Actual offer may vary based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 245,500 - 507,000 in California; 216,000 - 507,000 in Washington. 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 50%/50%.
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, and all decisions we make are based on 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.
Legal Compliance 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 Notice It has come to HPE’s attention that there has been an increase in recruitment fraud where scammers impersonate HPE or 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, its subsidiaries, and 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.
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