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Enterprise Account Manager

https://www.hpe.com/ Logo

Hewlett Packard Enterprise

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Location:
United States, Georgia

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Category:
Sales

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Contract Type:
Not provided

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Salary:

210500.00 - 495000.00 USD / Year

Job Description:

The Enterprise Account Manager for HPE Aruba Networking serves as the overall account lead (single point of contact) for numerous, named enterprise accounts in an assigned geographic territory; 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 penetrating and winning new accounts and expanding our business within existing accounts.

Job Responsibility:

  • Develops long term sales pipeline to increase the company’s market share in specialized areas
  • Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty areas
  • Sets direction for business development and solution replication
  • Creates and grows reference customers
  • Sells complex products or solutions to customers on a partnership basis
  • Establishes a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
  • Maintains and use overall cross-portfolio knowledge to support account leads with integration of solutions
  • Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
  • Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Requirements:

  • University or Bachelor’s degree
  • Advanced University or MBA preferred
  • Directly related previous work experience
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
  • Prior selling experience includes multiple, diverse set of selling responsibilities
  • Viewed as expert in given field by company and customer
  • Considered a mentor of selling strategy, including designing strategy
  • Typically, 12+ years of related sales experience
  • Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
  • Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution
  • In-depth knowledge of client’s business, organizational structure, business processes and financial structure
  • Considerable knowledge of the customer’s infrastructure and architecture
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements
  • Strategic planning on a business development level
  • can build an effective business case reflecting the value of an appropriate strategy
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
  • Successful partner engagement experience
  • Works effectively with our partners to drive additional revenue
  • Understand and sells high value software solutions
  • Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition
  • Promotes services as part of all strategic opportunities
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions

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, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

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

Additional Information:

Job Posted:
May 14, 2025

Employment Type:
Fulltime
Work Type:
Remote work
Job Link Share:
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