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Global/Major Account Manager

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Hewlett Packard Enterprise

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Location:
United States , Newtown Square

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Category:
Sales

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Contract Type:
Employment contract

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Salary:

210500.00 - 495000.00 USD / Year
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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 (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Job Responsibility:

  • Develops account plans and long-term sales pipeline
  • Focuses on larger deals/opportunities and value and/or volume portfolio management
  • Works with management to develop future business plans
  • Extensive time spent working with and leveraging a diverse set of external partners
  • Builds strong professional relationships with key IT and business executives
  • Applies consultative-selling techniques
  • Maintains high-level of customer loyalty
  • Advocates for client needs
  • Develops business plan in conjunction with the customer
  • Analyzes client industry and competitive research
  • Actively manages the account
  • Directs and coordinates all activity on account(s)
  • Focuses on generating new business
  • Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
  • Enters all opportunities in pipeline tool
  • Builds a list of customers willing to be a reference
  • Ability to implement margin recovery activities/strategies
  • Acts as a first interface for international accounts
  • Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain

Requirements:

  • University or Bachelor's degree
  • Advanced degree or MBA preferred
  • Prior selling experience includes multiple, diverse set of selling responsibilities
  • Viewed as expert in given field by company and customer
  • Typically 12+ years of experience
  • 5 years commercial account management experience
  • Highly experienced in product specialty (computers, printers, servers, storage)
  • Experience in related industry
  • Knows how to motivate partners to sell our solutions
  • Excellent time management skills and presentation skills
  • Strong high-level customer management relationship building
  • High level of negotiation skills
  • Adept at advanced sales negotiations
  • Extensive partner organization intelligence
  • Expertise in managing end-to-end sales processes
  • Relevant knowledge of client's industry
  • Strong knowledge of the company's breadth of solutions
  • Ability to understand the customer's business issues
  • Ability to prioritize and drive strategic sales activity
  • Excels in competitive selling skills
  • Sell across platform and specialty

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
  • Diversity, Inclusion & Belonging

Additional Information:

Job Posted:
March 20, 2025

Employment Type:
Fulltime
Work Type:
Remote work
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