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Hewlett Packard Enterprise Logo Hewlett Packard Enterprise · Sales

HPE Aruba Networking Enterprise Account Manager

United States, All, Massachusetts 210500.00 - 495000.00 USD / Year · Job Posted July 04, 2025
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Job Description

Serves as the overall account lead (single point of contact) 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 (LAN/WAN/Wireless Networking) with focus on growing the base business, complex solutions, and new business opportunities. 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 to increase the company's market share
  • Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
  • Works with management to develop future business plans
  • independently determines methods for achieving plans
  • Extensive time spent working with and leveraging a diverse set of external partners
  • Builds strong professional relationships with key IT and business executives, including C level Executives
  • Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company
  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports
  • Advocates for client needs in negotiating solution sales and troubleshooting delivery issues
  • Develops business plan in conjunction with the customer
  • Analyzes client industry and competitive research and information to facilitate rich client dialogue
  • Actively manages the account to protect and grow the company's business
  • coordinates all account forecasts, planning and reporting
  • Directs and coordinates all activity on account(s)
  • Focuses on generating new business and builds, monitors and manages sales pipeline activity
  • Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
  • Ability to implement margin recovery activities/strategies
  • 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 (Volume Direct or Indirect)

Requirements

  • University or Bachelor's degree
  • Viewed as expert in given field by company and customer
  • is a mentor of selling strategy, including designing strategy
  • Typically 10+ years of experience with selling Networking technology
  • Highly experienced in product specialty (LAN/WAN/Wireless Networking)
  • Experience selling to large Enterprise level accounts
  • Must be located in Massachusetts or New England to be considered. Preferably Massachusetts

Nice to have

  • Knows how to motivate partners to sell our solutions
  • Have excellent time management skills and presentation skills
  • Strong high-level customer management relationship building
  • High level of negotiation skills at high level customer management
  • Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals
  • Expertise in managing end-to-end sales processes in complex, large deals
  • Relevant knowledge of client's industry
  • Strong knowledge of the company's breadth of solutions and engages specialist resources as needed
  • 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 complex, large deal basis
  • Excels in competitive selling skills
  • Sell across platform and specialty

What we offer

  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion
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