Commercial Account Manager - Networking

Commercial Account Manager - Networking
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 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.
Job Description:
Commercial Account Manager - Networking
Location: Leixlip, Kildare, Ireland
This is an office based Sales role, serving as the overall account lead for mid-market to SMB accounts in Ireland. The role will focus on understanding a client’s key business and IT challenges and requirements, and driving value for the client, while maximizing revenue and margin for the company. The role will specialises in a value or volume specialty within HPE Networking, and growing the base business, developing complex solutions and new business opportunities is key. In this role, you will collaborate with Sales Engineering and other cross functional teams as necessary.
You'll apply developed subject matter knowledge to solve common and complex business issues and recommend appropriate alternatives. You may be working on problems of diverse complexity and scope, whilst acting as a team or project leader providing direction to team activities and team decision making processes.
Successful candidates should be comfortable exercising independent judgment to identify opportunities and solutions but support will be available for advice on complex business issues.
Responsibilities:
Coordinates/Owns account plans for commercial accounts in the account planning process
Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HPE Networking products and solutions.
Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
Engages partners effectively to improve win rates on selective deals.
Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed.
Responsible for achieving/managing quarterly, half yearly or yearly quota.
Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
Sell solutions that include hardware, software and services.
Build and deploy a territory account plan that includes working with partners, specialists.
Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
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 (Direct or Indirect).
Reviews and designs sales policy and strategy.
Education and Experience Required:
University or Bachelor's degree preferred.
Has deep knowledge of solution selling in the IT Industry.
Extensive vertical industry knowledge and advanced degree of selling skills.
Typically 5-8 years of experience as referenced above.
Account management experience required.
Experience in product specialty (Computer Networks or related fields).
Knowledge and Skills:
Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
Ability to coordinate internal and external partners to deliver appropriate solution sale.
Able to interface with senior levels internal to the company and external client and partner groups.
Knows when to adjust business plans based on account and industry segment opportunities.
Use consultative selling skills to proactively help customer's with making IT business decisions.
Partner organization intelligence aligned with partner management skills.
Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
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 solution basis.
Excels in competitive selling skills.
Needs a good understanding of the channel and how to partner.
Accessibility
HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.
Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.