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Account Manager - Service Provider & AI

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Hewlett Packard Enterprise

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Location:
Netherlands , Amsterdam

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Category:
Sales

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Contract Type:
Not provided

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Salary:

Not provided
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Job Description:

This is not a traditional sales role. As an Commercial Account Manager in our Service Provider & AI Commercial team, you will be the primary point of contact for a focused portfolio of 250+- accounts across Tier 3 Service Providers, AI infrastructure companies, NeoCloud, and Sovereign AI builders. You will operate in a fast-moving, technically complex segment — one where deal cycles are shorter than enterprise but the architecture conversations are deeper. You will be backed by a full extended team including dedicated SEs, PLM, Solution Sellers, AI Specialists, and a POC team in Amsterdam and the US.

Job Responsibility:

  • Own and develop a focused portfolio of 250+- SP and AI accounts across DACH
  • Drive the full sales cycle — from lead qualification to close — for deals ranging from $10K to $1M+
  • Build and execute account plans using MEDDIC/MEDPIC methodology, tracked in Salesforce and Gong
  • Lead commercial conversations while coordinating extended team resources (SEs, PLM, Specialists, Partner Account Managers, POC) for larger pursuits
  • Run a partner-led hunting motion with distributors and resellers — very different from traditional enterprise account coverage
  • Engage executive sponsors and country managers on strategic AI and sovereign infrastructure deals
  • Identify upsell and expansion opportunities within existing install base, including SMB bundles via SP channel
  • Contribute to forecast accuracy with data-driven pipeline management and regular deal reviews

Requirements:

  • Bachelor's degree or equivalent in IT, Business or a related field
  • 3–5 years of relevant sales or account management experience, preferably in networking, telco, or cloud infrastructure
  • Experience selling to or working within the Service Provider, ISP, or AI/cloud infrastructure segment is a strong advantage
  • Deep understanding of SP and cloud infrastructure — routing, switching, security, automation — and how these translate to business value
  • Proven hunter mentality: comfortable identifying, qualifying and closing new logos alongside farming existing accounts
  • Strong MEDDIC or equivalent sales methodology discipline
  • Excellent ability to navigate complex, multi-stakeholder deals while maintaining commercial velocity
  • Experience with Salesforce CRM and conversation intelligence tools (e.g. Gong)
  • Able to lead technical conversations credibly without being the technical expert in the room
  • Fluent in English
  • fluency in German or French will be an advantage
  • Collaborative by nature — this is a team sport, and the extended team is a competitive advantage

Nice to have:

Fluency in German or French

What we offer:
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Additional Information:

Job Posted:
May 04, 2026

Employment Type:
Fulltime
Work Type:
Hybrid work
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