Commercial Account Manager

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Act as the primary account leader and main point of contact for designated U.S. Air Force and Space Force accounts.

• Cultivate a profound understanding of customer business and IT challenges along with their requirements.

• Enhance value for customer programs while maximizing revenue and margins for HPE.

• Market networking, security, data center, and wireless solutions.

• Expand existing business, create intricate solutions, and uncover new business opportunities.

• Utilize relationships with customers, partners, and Federal Systems Integrators to extend into new account areas.

• Collaborate with presales account teams, engineers, and the Air Force Regional Manager.

• Create growth opportunities through account planning and regular reviews.

• Partner with external collaborators and systems integrators to facilitate solution sales.

• Formulate business plans with assigned-account customers.

• Employ consultative selling techniques to promote profitable revenue growth.

• Foster customer loyalty and trust.

• Meet and manage quarterly, semi-annual, and annual quotas and/or margins.

• Input opportunities into the pipeline tool and update them weekly.

• Execute pipeline management and margin recovery strategies.

• Align customer requirements with company capabilities and choose the suitable supply chain.

⛳️ Requirements

• A University or Bachelor's degree is preferred; relevant experience may substitute for formal education.

• In-depth knowledge of key customer types or specific customers related to assigned products.

• Minimum of 5 years' experience in sales to Air Force and/or Space Force customers.

• At least 8 years of overall experience in Federal/Department of War sales.

• Secret Clearance is preferred, or the ability to acquire clearance.

• Strong time management abilities.

• Comprehensive understanding of customer needs and the capability to apply both standard and innovative solutions.

• Proficiency in coordinating multiple internal and external partners.

• Skill in building customer relationships at management and executive levels.

• Intelligence in partner organization and partner management skills.

• Relevant insight into the client's industry and their IT strategic directions.

• Awareness of the company's extensive range of solutions.

• Capability to translate customer business challenges into company solutions.

• Proficiency in prioritizing strategic sales activities for complex solutions.

• Competitive selling skills.

• Ability to sell across various platforms and specialties.

• Skill in providing accurate quarterly forecasts.

🏝️ Benefits

• Comprehensive benefits that support physical, financial, and emotional well-being.

• Opportunities for personal and professional development.

• Flexibility to manage work and personal needs.

• An inclusive workplace environment.

• Remote/telework work arrangements available.

• Approximately 50% or more travel opportunities.