[Hiring] SLED Account Manager @Hewlett Packard Enterprise

Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Serves as the overall account lead (single point of contact) for SLED (state and local government, K-12 and higher education accounts) in assigned territory (South East United States); specializes in growing and maintaining the base SLED lease and finance business while actively hunting and achieving growth with new clients in the assigned territory. Understands a client’s key business and IT challenges and requirements and is focused on creating and aligning leasing, financing, and asset management solutions to meet customer needs while maximizing revenue and margin for the company. Will work collaboratively with and build ongoing relationships with HPE and key partners in their territory to source, understand and close customer transactions. Will work closely with Credit, Operations and Legal to close and oversee the continuing customer relationship. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Responsibilities:

• 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 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.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Qualifications

• University or Bachelor's degree.
• Detailed knowledge of key customer types or customers on given products.
• Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
• 6+ years of experience in leasing or public sector sales.

Requirements

• Knowledge of state/local government/education market or leasing/financing experience.
• Understanding of leasing/accounting pricing and concepts.
• Experience in product specialty (computers, printers, servers, storage).

Knowledge and Skills

• 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.
• High 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 lead 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.

Travel Required

• 50% or more.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: We celebrate individual uniqueness and provide flexibility to manage work and personal needs.