Commercial Account Manager
This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
Job Family Definition:
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 (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.
Management Level Definition:
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
Responsibilities:
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
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Extensive time working with and leveraging external partners to deliver solution sale.
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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.
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Develops business plan in conjunction with customer.
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Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
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Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
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Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
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Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
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Ability to implement margin recovery activities/strategies.
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Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
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Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).
Education and Experience Required:
- University or Bachelor's degree.
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Detailed knowledge of key customer types or customers on given products.
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Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
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Typically 8-12 years of experience as referenced above.
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Industry experience required.
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Experience in product specialty (computers, printers, servers, storage).
Knowledge and Skills:
- Has good leadership skills and cross functional expertise.
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Must have good time management skills.
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Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
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Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
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Hi level customer management relationship building, working at management and executive level in lines of business.
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Partner organization intelligence aligned with partner management skills.
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Advanced sales negotiation, and deal closing skills.
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Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
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Expertise in managing end- to-end sales processes in large deals.
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Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
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Knowledge of the company's breadth of solutions and engages specialist resources as needed.
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Ability to understand the customer's business issues and translate to the company's solutions.
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Ability to prioritize and drive strategic sales activity on a complex solution basis.
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Excels in competitive selling skills.
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Sells across platform and specialty.
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
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Job:
Sales
Job Level:
Expert
"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– Italy: Annual Salary EUR 85,500 - 159,100
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%."
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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All legitimate job opportunities will come through official company channels, and candidates are responsible for verifying the credentials of any third party claiming to represent the company. Any reliance on fraudulent communication is at the individual’s own risk, and HPE disclaims legal liability for any resulting damages. If you suspect recruitment fraud, do not share personal information or make any payments and report the incident to your local authorities immediately.
