[Hiring] SLED Account Manager- Financial Services @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.
• Focused on creating and aligning leasing, financing, and asset management solutions to meet customer needs while maximizing revenue and margin for the company.
• Works collaboratively with and builds ongoing relationships with HPE and key partners in their territory to source, understand and close customer transactions.
• Works closely with Credit, Operations, and Legal to close and oversee the continuing customer relationship.
• Focuses 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.

Preferred

• 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 are unconditionally inclusive in the way we work and celebrate individual uniqueness.

Salary Information

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.

• United States of America: Annual Salary USD 146,000 - 343,000 in Alabama & Florida & Georgia.
• 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%.