Strategic Account Manager - Networking (MI

Strategic Account Manager - Networking (MI)

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

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 know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

We are looking for a Strategic Account Manager to drive growth across a portfolio of large enterprise accounts throughout Michigan within HPE Networking. In this role, you will serve as the primary customer relationship owner, developing and executing strategic account plans, identifying new business opportunities, and expanding existing customer investments. The ideal candidate brings a strong background in enterprise technology sales, experience managing complex sales cycles, and the ability to build trusted relationships with IT and business decision-makers.

This role focuses on driving revenue growth through a combination of account expansion, new business development, and collaboration with internal teams and channel partners.

• Develops account plans and long-term sales pipeline to increase the company's market share.
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
• Works with management to develop future business plans; independently determines methods for achieving plans.
• Extensive time spent working with and leveraging a diverse set of external partners.
• Builds strong professional relationships with key IT and business executives, including C level Executives.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develops business plan in conjunction with the customer.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors and manages sales pipeline activity.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly
• Builds a list of customers willing to be a reference in person or print.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education And Experience Required

• University or Bachelor's degree;
  Advanced degree or MBA preferred.
• 12+ years of experience as referenced above.
• 5 years commercial account management experience.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.
• Experience in Networking products and Services preferred.
• Experience in related industry.
• Must reside in Michigan and be willing to travel up to 20%, with regular local travel required to support customer and partner engagement across the territory.

Knowledge And Skills

• Knows how to motivate partners to sell our solutions.
• Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
• Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
• High level of negotiation skills at high level customer management.
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
  
  - proactive presentation of value solutions
• Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Expertise in managing end-…