Cloud Provider Sales Account Manager

This role is designed as a hybrid position with an expectation of working an average of 2 days per week from an HPE office.

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.

Management Level Definition
Provides highly innovative solutions, leads large cross‑division functional teams or projects, and offers mentorship and guidance to lower‑level employees. Operates independently, develops strategy and sets functional policy and direction, and acts as a functional manager without directly managing other employees as a primary job function.

Responsibilities

• Develop account plans and a long‑term sales pipeline to increase the company's market share.
• Focus on larger deals/opportunities and value and/or volume portfolio management, selling a range of company products and solutions.
• Work with management to develop future business plans; independently determine methods for achieving plans.
• Spend extensive time working with and leveraging a diverse set of external partners.
• Build strong professional relationships with key IT and business executives, including C‑level executives.
• Apply consultative‑selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintain high levels of customer loyalty and build trust and integrity, as indicated in company‑conducted surveys and reports.
• Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develop a business plan in conjunction with the customer.
• Analyze client industry and competitive research and information to facilitate rich client dialogue.
• Actively manage the account to protect and grow the company's business; coordinate all account forecasts, planning and reporting.
• Direct and coordinate all activity on account(s).
• Focus on generating new business, building, monitoring, and managing sales pipeline activity.
• Be responsible for achieving/managing quarterly, half‑yearly and annual quota and/or margin.
• Enter all opportunities in the pipeline tool and update them weekly.
• Build a list of customers willing to be a reference in person or in print.
• Implement margin recovery activities/strategies.
• Act as the first interface for international accounts in collaboration with global business teams and local teams.
• Identify customer requirements, match them with company capabilities, and choose the appropriate supply chain (Volume Direct or Indirect).

Education and Experience Required

• University or Bachelor's degree; Advanced degree or MBA preferred.
• Prior selling experience includes a diverse set of responsibilities.
• Viewed as an expert in the given field by the company and customer; serves as a mentor of selling strategy, including designing strategy.
• Typically 12+ years of experience as referenced above, with 5 years of commercial account management experience.
• Highly experienced in the product specialty of computers, printers, servers, and storage.
• Experience in related industry.

Knowledge and Skills

• Knows how to motivate partners to sell our solutions.
• Excellent time‑management and presentation skills.
• Is the go‑to expert for the technology or solution being presented.
• Strong high‑level customer‑management relationship building, especially with executives in lines of business and at board level.
• High level of negotiation skills at a high level of customer management.
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
• Proactive presentation of value solutions.
• Extensive partner‑organization intelligence and ability to work with multiple partners to engage the client in business solutions.
• Uses financial‑selling techniques with the client and the company internally to position value and advance sales motions.
• Expertise in managing end‑to‑end sales processes in complex, large deals.
• Relevant knowledge of the client’s industry; keeps abreast of trends and leads discussions with IT on strategic directions.
• 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 them to the company’s solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large‑deal basis.
• Excels in competitive selling skills.
• Can sell across platforms and specialties.

Additional Skills

• 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 Can Offer You

• Health & Wellbeing – a comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development – 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 celebrate individual uniqueness and create a flexible work environment that supports personal and professional needs.

Equal Employment Opportunity (EEO)
HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE also complies with all applicable laws related to employer use of arrest and conviction records and considers qualified applicants with criminal histories under certain circumstances. The inclusion and EEO policies are reaffirmed throughout our operations.