Commercial Account Manager Job at Hewlett Packard Enterprise (Gauteng)

Job Description

Serves as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry; focuses on driving value for the client while maximizing revenue and margin for the company; sells a range of company products and solutions including hardware, software, and services; establishes professional working relationships with clients up to the executive level; ensures effective pipeline management and growth opportunities

Job Responsibility

Coordinates/Owns account plans for strategic commercial accounts in the account planning process
Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
Uses specialty to leverage existing opportunities and branch into more than one BU in the account
Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
Engages partners effectively to improve win rates on selective deals
Builds growth opportunities using the account planning process
actively manages planning process through scheduled reviews and updates
Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
Responsible for achieving/managing quarterly, half yearly or yearly quota
Enters opportunities in pipeline tools and updates them weekly
Recommends and Implements Pipeline management practices
Sell solutions that include hardware, software and services
Build and deploy a territory account plan that includes working with partners, specialists
Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
Reviews and designs sales policy and strategy

Requirements

University or Bachelor's degree preferred
Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
Extensive vertical industry knowledge and advanced degree of selling skills
Typically 5-8 years of experience as referenced above
Account management experience required
Experience in product specialty (computers, printers, servers, storage)
Broad understanding of the customer's needs
applies standard as well as creative solutions to meet those needs
Ability to coordinate internal and external partners to deliver appropriate solution sale
Able to interface with senior levels internal to the company and external client and partner groups
Knows when to adjust business plans based on account and industry segment opportunities
Use consultative selling skills to proactively help customer's with making IT business decisions
Partner organization intelligence aligned with partner management skills
Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
Ability to understand the customer's business issues and translate to the company's solutions
Ability to prioritize and drive strategic sales activity on a solution basis
Excels in competitive selling skills
Needs a good understanding of the channel and how to partner

Nice to have

Active Learning
Active Listening
Assertiveness
Creativity
Critical Thinking
Empathy
Financial Acumen
Growth Mindset

What we offer

Comprehensive suite of benefits that supports physical, financial and emotional wellbeing
Career development programs
Inclusive work environment
Flexible work settings

Hewlett Packard Enterprise - All Job Offers