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DSR Commercial Account Manager

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Hewlett Packard Enterprise

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Location:
South Africa , Gauteng

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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:

Serves as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry. Understands a client's key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty with focus on growing the base business, complex solutions, and new business 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
  • 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 with clients
  • 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
  • Generates leads for company volume products and certain value products
  • Responsible for achieving/managing quarterly, half yearly or yearly quota
  • Enters opportunities in pipeline tools and updates them weekly
  • Sell solutions that include hardware, software and services
  • Build and deploy a territory account plan that includes working with partners, specialists
  • Implement margin recovery activities/strategies
  • Acts as a first interface for international accounts
  • Identifies customer requirements and matches with company capabilities
  • Reviews and designs sales policy and strategy

Requirements:

  • University or Bachelor's degree preferred
  • 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
  • 5-8 years of experience in similar role
  • Account management experience
  • Experience in product specialty (computers, printers, servers, storage)
  • Broad understanding of the customer's 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
  • Use consultative selling skills to proactively help customer's with making IT business decisions
  • Partner organization intelligence aligned with partner management skills
  • 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
  • Good understanding of the channel and how to partner

Nice to have:

  • 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
  • Long Term Planning
  • Managing Ambiguity
What we offer:
  • Health & Wellbeing benefits
  • Personal & Professional Development programs
  • Unconditional Inclusion environment
  • Comprehensive suite of benefits supporting physical, financial and emotional wellbeing
  • Career development programs
  • Flexible work arrangements

Additional Information:

Job Posted:
November 21, 2025

Employment Type:
Fulltime
Work Type:
Hybrid work
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