Major Account Manager, Hewlett Packard Enterprise

Hewlett Packard Enterprise

Location:
United Arab Emirates, Dubai

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

The Major Account Manager for HPE Aruba Networking serves as the overall account lead (single point of contact) for numerous, named accounts ; 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:

Builds growth opportunities using the account planning process
actively manages planning process through scheduled reviews and updates
Extensive time working with and leveraging external partners to deliver solution sale
Significant percentage of time spent directly with customer
interfaces with all levels, including highest within customer organization
highly diverse set of functions and buyers
focus in on management level
Develops business plan in conjunction with customer
Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company
Maintains a high level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports
Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices
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

Requirements:

Viewed as expert in company
sought out by other Sales Representatives and/or first level managers for input
Typically, 8-12 years of experience as referenced above
Industry experience required
Experience in product specialty (networking)
Has good leadership skills and cross functional expertise
Must have good time management skills
Broad understanding of the customer's needs
applies standard as well as creative solutions to meet those needs
particularly considering the specific industry/market
Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale
Hi level customer management relationship building, working at management and executive level in lines of business
Partner organization intelligence aligned with partner management skills
Advanced sales negotiation, and deal closing skills
Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results
Expertise in managing end- to-end sales processes in large deals
Relevant knowledge of client's industry
keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions
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 solution basis
Excels in competitive selling skills
Sells across platform and specialty

Nice to have:

Accountability
Active Learning (Inactive)
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 (Inactive)
Long Term Planning
Managing Ambiguity

What we offer:

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

Additional Information:

Job Posted:
July 03, 2025

Employment Type:

Fulltime

Work Type:

Hybrid work

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Major Account Manager