Commercial Acct Manager II
Apply locations Manchester, Lancashire, United Kingdom time type Full time posted on Posted 18 Days Ago job requisition id 1182212
This role has been designed as ‘Onsite’ with an expectation that you will primarily work from an HPE office.
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, 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 diverse 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.
Job Description:
The Role:
Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.
Responsibilities:
1. Coordinates/Owns account plans for commercial accounts in the account planning process.
2. Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
3. Uses specialty to leverage existing opportunities in account.
4. Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.
5. Analyzes win/loss rates and drive recommendation to improve ratios.
6. Works with and leverages external partners to deliver solution sale.
7. Refers company volume products and certain value products to other specialists or partners as needed.
8. Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.
9. Responsible for achieving/managing quota based on regional guidelines.
10. Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices.
11. Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
12. Acts as a first interface for owned accounts in collaboration with members of global business teams.
13. May Train/Coach and lead Inside account reps/Inside Sales.
14. Contributes to or designs sales policy and strategy for assigned business segment.
Education and Experience Required:
1. University or Bachelor's degree preferred.
2. Detailed knowledge of key customer types or customers on given products.
3. Typically 3-5 years of experience as referenced above.
4. Account management experience required.
5. Experience in product specialty (computers, printers, servers, storage).
6. Possible experience in industry.
7. Inside Account experience of large commercial of large complexity.
Knowledge and Skills:
1. Solid IT acumen on how to align with specific company services or product lines.
2. Partner organization intelligence aligned with partner management skills.
3. Assess solution feasibility from a technical and business perspective to determine qualify-in/quality-out status.
4. Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
5. Negotiation skills and ability to frame the value proposition for the customer.
6. Ability to utilize resources effectively in order to pursue revenue generating opportunities in the account.
7. Ability to understand the customer's business issues and translate to company solutions.
8. Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads.
9. Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.
10. Competitive selling skills.
What We Can Offer You:
Health & Wellbeing
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.
Personal & Professional Development
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.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.
Job: Sales
Job Level: Intermediate
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
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