Hewlett Packard Enterprise
AccountManager
“Account Manager at Hewlett Packard Enterprise. Skills: Sales pipeline creation and driving, Specialty expertise for opportunity expansion, Client relationship management up to C-level, Account planning, Accurate account revenue forecasting, Complex Sales. Creating and driving their sales pipeline. Capturing leads outside of specialization and ensuring assignment and follow-up”
What You'll Achieve.
Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others; Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit; Development of quota objectives and future direction for defined product category; Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals; Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface; Typically assigned higher than average quota
Industry & Context.
Applies advanced subject matter knowledge to solve complex business issues; Analysis of situations or data requires an in-depth evaluation of multiple factors; Balancing industry knowledge with the value of technology to enable articulation of business value in a customer engagement
Hybrid work arrangement with an expectation to work on average 2 days per week from an HPE office
What They're Looking For.
Must Have
University or Bachelor’s degree / directly related previous work experience, Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface, Extensive selling experience within industry and on similar products, Typically 8-12 years of advanced sales experience, Project management skills required, 2-3 years of product sales in the desired specialty
What You'll Do.
Creating and driving their sales pipeline
Capturing leads outside of specialization and ensuring assignment and follow-up
Maintaining knowledge of competitors in account to strategically position the company’s products and services
Using specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit
Providing support to Account managers and input regarding business development and solution expertise
Development of quota objectives and future direction for defined product category
Selling outsourcing deals
Establishing a professional
relationship with the client
up to and including the C-level for mid-to-large accounts
by developing a core understanding of the unique business needs of the client within their industry
Investing time working with and leveraging external partners to deliver sale
Focus on growing contractual renewals for mid-to-large accounts with more complexity
to higher- total contract-value renewals
Directing or coordinating supporting sales activities
How You'll Work.
Team & Collaboration
Collaborates with and supports Account Managers; Provides specialist expertise within the sales team; Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities; Orchestrates the regional pursuit resources for the account
Communication Scope
Professional, working, and consultative relationship with the client, up to and including the C-level; Professional working relationship, up to the executive level, with the client; Researching and sharing service-related information with account teams and customers
Process & Methodology
Project management skills required, Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit, May perform project management role
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