Global & Majors Account Manager – HPE Networking

This is a fully remote position, open to applicants in Kentucky.

📋 Description

• Act as the primary account lead and sole point of contact for major named accounts.

• Comprehend client business and IT challenges, driving client value while optimizing company revenue and profit margins.

• Formulate account strategies and long-term sales pipelines to enhance market share.

• Oversee larger deals, opportunities, and value or volume portfolios.

• Collaborate with management to create future business plans and independently determine strategies to achieve them.

• Work closely with a variety of external partners.

• Establish relationships with IT and business leaders, including C-level executives.

• Utilize consultative-selling techniques to promote profitable revenue opportunities.

• Foster customer loyalty while building trust and integrity.

• Advocate for client needs during solution-sale negotiations and address delivery issues.

• Create business plans in collaboration with customers.

• Analyze the client's industry, conduct competitive research, and review related information.

• Manage accounts to safeguard and expand company business; oversee forecasts, planning, and reporting.

• Direct and oversee all account-related activities.

• Generate new business and oversee sales pipeline activities.

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

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

• Develop a customer reference list.

• Implement strategies for margin recovery and related activities.

• Collaborate with international accounts alongside global and local teams.

• Identify customer needs, align them with company capabilities, and select the suitable supply chain.

⛳️ Requirements

• A University or Bachelor's degree is required.

• An advanced degree or MBA is preferred.

• Generally, 12+ years of relevant sales experience.

• At least 5 years of experience in commercial account management.

• Extensive knowledge in a specific product area.

• Experience in a related industry is essential.

• Previous sales experience with various, diverse responsibilities.

• Expert-level knowledge in the relevant field.

• Proficiency in selling strategy and strategic design.

• Understanding of partner motivation and solution-selling techniques.

• Exceptional time management and presentation abilities.

• Strong skills in building executive-level customer relationships.

• Advanced negotiation skills are required.

• Expertise in sales negotiations and value positioning under pricing pressure.

• Understanding of partner organization dynamics and ability to collaborate with various partners.

• Knowledge of financial-selling techniques.

• Comprehensive management of the end-to-end sales process for complex, large deals.

• Familiarity with the client's industry and strategic IT directions.

• Strong understanding of the company's extensive range of solutions.

• Ability to convert customer business challenges into company solutions.

• Capacity to prioritize and drive strategic sales efforts for complex deals.

• Competitive selling abilities are essential.

• Capability to sell across multiple platforms and specialties.

🏝️ Benefits

• Comprehensive benefits that support physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal commitments.

• An inclusive workplace with accessibility accommodations.

• Remote/teleworker work options available.

• Employee benefits information is provided for US employees.