Commercial Account Manager

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

📋 Description

• Act as the primary account lead and sole point of contact for a designated portfolio of U.S. Air Force and Space Force accounts.

• Acquire a comprehensive understanding of customer business operations, IT challenges, and requirements.

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

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

• Expand existing business, create intricate solutions, and discover new business prospects.

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

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

• Foster 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 methodologies to drive profitable revenue growth.

• Oversee quarterly, half-yearly, and annual quotas and/or margins.

• Input and refresh opportunities weekly in the pipeline management tool.

• Execute pipeline management and margin recovery strategies.

• Align customer needs with company capabilities and select the right supply chain options.

⛳️ Requirements

• A university degree or Bachelor's degree is preferred; relevant experience may be accepted in lieu of a degree.

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

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

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

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

• Strong time management abilities.

• Comprehensive understanding of customer needs and the industry/market landscape.

• Capability to coordinate multiple internal and external stakeholders.

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

• Familiarity with partner organizations and partner management practices.

• Relevant knowledge of the client's industry and IT strategic initiatives.

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

• Proficiency in translating customer business challenges into viable company solutions.

• Ability to prioritize strategic sales activities for complex solutions.

• Strong competitive selling abilities.

• Ability to sell across various platforms and specialties.

• Competence in providing accurate quarterly sales forecasts.

🏝️ Benefits

• Extensive health and wellness benefits that support physical, financial, and emotional well-being.

• Opportunities for personal and professional development.

• Flexible management of work and personal needs.

• A workplace that promotes inclusivity.

• Reasonable accommodations during the application and interview process for individuals with disabilities.