[Remote] Strategic Account Manager - Networking (MI)

Note: The job is a remote job and is open to candidates in USA. Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. They are seeking a Strategic Account Manager to drive growth across large enterprise accounts in Michigan, focusing on developing strategic account plans and expanding customer investments. The role involves managing complex sales cycles and building relationships with key IT and business decision-makers.

Responsibilities

• 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)

Skills

• 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
• 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
• 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- to-end sales processes in complex, large deals
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed
• Ability to understand the customer's business issues and translate to the company's solutions
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis
• Excels in competitive selling skills
• Sell across platform and specialty
• Experience in Networking products and Services preferred
• Experience in related industry

Benefits

• This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%.
• Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html
• This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
• We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
• We have the flexibility to manage our work and personal needs.

Company Overview

Company H1B Sponsorship