Job Description
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are 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 value varied backgrounds and foster success. We offer flexibility to manage work and personal needs, make bold moves together, and act as a force for good. If you are looking to stretch and grow your career, our culture will embrace you and open opportunities with HPE. Job Description We are seeking a Global Account Manager for HPE Networking GMA. The role serves as the overall account lead and single point of contact for large Global accounts headquartered in the U.S., focusing on driving value for the client while maximizing revenue and margin. The manager specializes in understanding the customer’s business and building a foundation of supporters/influencers to enter other lines of business within the account. Value‑based selling with strategic thinking, growing base business, complex solutions, and new opportunities is a core focus. 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. Leverage a diverse set of external partners extensively. 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. Maintain high levels of customer loyalty and build trust and integrity, as indicated in company‑conducted surveys and reports. Advocate for client needs when negotiating solution sales and troubleshooting delivery issues. Develop a business plan 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. Direct and coordinate all activity on account(s). Focus on generating new business and build, monitor, and manage sales pipeline activity. 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 print. Implement margin recovery activities/strategies. Act as a first interface for international accounts in collaboration with global and local teams. Identify customer requirements, match with company capabilities, and choose the respective supply chain (Volume Direct or Indirect). Education And Experience Required University or Bachelor’s degree; advanced degree or MBA preferred. Prior selling experience across multiple, diverse responsibilities. Viewed as an expert in the field by company and customers; mentor-selling strategy, including designing strategy. Typically 12+ years of experience in that capacity. 5+ years of commercial account management experience. High experience in product specialties such as computers, printers, servers, storage. Related industry experience. Knowledge And Skills Motivates partners to sell our solutions. Excellent time‑management and presentation skills; go‑to expert for the technology or solution being presented. High‑level customer relationship building, especially with executives and board level. Strong negotiation skills at high‑level customer management. Advanced sales negotiations and positioning solution value under pricing pressures. Extensive partner organization intelligence and ability to engage the client in business solutions. Uses financial‑selling techniques internally and with clients to position value and advance sales motions. Expertise in managing end‑to‑end sales processes in complex, large deals. Relevant knowledge of client 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. Translates customer business issues into company solutions. Prioritizes and drives strategic sales activity on a complex, large‑deal basis. Excels in competitive selling skills. Sells across platform and specialty. Additional Skills Accountability Active Learning Active Listenin