Enterprise Account Manager

Enterprise Account Manager - Tennessee

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, analyse, 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 diverse backgrounds and succeed together with flexibility to manage personal needs. We make bold moves, together, and are a force for good. If you want to stretch and grow your career, this culture will embrace you.

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country or industry; understands a client’s key business and IT challenges and is focused on driving value for the client, while maximizing revenue and margin for the company. Specialises in a value or volume specialty (computers, servers, storage, services, printers) with a focus on growing the base business, complex solutions, and new business opportunities.

Accounts may be managed remotely and are primarily supported by presales and inside sales resources.

Provides highly innovative solutions, leads large, cross‑division functional teams or projects that affect the organization’s long‑term goals, mentors lower‑level employees, and develops strategy and functional policy. Acts as a functional manager within an area of expertise but does not manage other employees as a primary job function.

• Develop account plans and long‑term sales pipeline to increase the company’s market share.
• Focus on larger deals/opportunities and value and/or volume portfolio management, and sell a range of company products and solutions.
• Work with management to develop future business plans and independently determine methods for achieving them.
• Spend extensive time working with and leveraging a diverse set of external partners.
• 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 for the company.
• Maintain high level of customer loyalty and build trust and integrity, as indicated in company surveys and reports.
• Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develop business plan in conjunction with the customer.
• Analyse 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 accounts.
• Focus on generating new business and build, monitor, and manage sales pipeline activity.
• Responsible for achieving/managing quarterly, half‑yearly, annual quota and/or margin.
• Enter all opportunities in 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 first interface for international accounts in collaboration with global business teams and local teams.
• Identify customer requirements, match with company capabilities, and choose the respective supply chain (Volume Direct or Indirect).

• 6+ years of relevant experience.
• Bachelor’s degree; advanced degree or MBA preferred.
• 5 years of commercial/enterprise account management experience.
• Prior selling experience that includes multiple, diverse selling responsibilities.
• Recognised as an expert in the field by company and customer; mentors selling strategy.
• Highly experienced in product specialty (computers, printers, servers, storage).
• Reside in Middle or East Tennessee preferred.
• Ability to travel up to 40% within Tennessee to support the assigned territory.

• Motivates partners to sell our solutions.
• Excellent time‑management, presentation, and technical expertise.
• High‑level customer relationship building, especially with executives and board…