[Hiring] Named Account Manager @Hewlett Packard Enterprise

Role Description

We are seeking a Named Account Manager – SLED to lead and grow a portfolio of large, named SLED accounts across Arizona. In this role, you will serve as the strategic account lead and trusted advisor to key business and IT leaders, helping customers address their business and technology priorities through HPE Networking solutions.

• Manage a combination of established accounts and whitespace opportunities.
• Focus on growing existing business, generating new opportunities, and building a strong long-term sales pipeline.
• Work closely with customers, HPE teams, and channel partners to lead complex sales opportunities.
• Expand HPE Networking's presence across Arizona's state, local government, and higher education market.

• Develop account plans and long-term sales pipeline to increase the company's market share.
• Focus on larger deals/opportunities and value portfolio management.
• Work with management to develop future business 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.
• Maintain high-level of customer loyalty and build trust and integrity.
• Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develop business plans in conjunction with the customer.
• Analyze client industry and competitive research to facilitate rich client dialogue.
• Actively manage the account to protect and grow the company's business.
• Coordinate all account forecasts, planning, and reporting.
• Focus on generating new business and manage sales pipeline activity.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enter all opportunities in pipeline tool and update them weekly.
• Build a list of customers willing to be a reference.
• Implement margin recovery activities/strategies.
• Act as a first interface for international accounts in collaboration with global business teams.
• Identify customer requirements and match with company capabilities.

Qualifications

• Bachelor’s degree or equivalent relevant experience; advanced degree or MBA preferred.
• 12+ years of sales experience, including progressively complex account and selling responsibilities.
• 5+ years of SLED account management experience, including state/local government and/or higher education customers.
• Experience selling enterprise technology solutions, preferably networking products, services, and solutions.
• Experience building relationships with executive-level customers and working through channel and partner ecosystems.
• Must reside within the Arizona territory, with the Phoenix metro area strongly preferred.
• Willing to travel throughout Arizona as needed to meet with customers, partners, and internal teams.

Requirements

• Knows how to motivate partners to sell our solutions.
• Excellent time management 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.
• Extensive partner organization intelligence and ability to work closely with multiple partners.
• Uses financial-selling techniques to position value and advance sales motions.
• Expertise in managing end-to-end sales processes in complex, large deals.
• Relevant knowledge of client's industry and keeps abreast of trends.
• Strong knowledge of the company's breadth of solutions.
• 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.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach career goals.
• Unconditional Inclusion: An inclusive environment that values varied backgrounds.