Description
Hewlett Packard Enterprise is seeking an Account Manager to manage several high education accounts in Michigan and northern Ohio.
The successful candidate will drive proactive campaigns to build the pipeline, using specialised knowledge and skills to prospect, qualify, negotiate, and close opportunities.
Responsibilities:
- Handling Higher Education accounts
- Developing long-term sales pipelines to increase market share in specialised areas
- Seeking out new opportunities for customer value by expanding and enhancing existing opportunities
- Setting direction for business development and solution replication
- Creating and growing reference customers
- Selling complex products or solutions to customers on a partnership basis
- Establishing professional, working, and consultative relationships with clients, including C-level executives for mid-to-large accounts
- Maintaining and using overall cross-portfolio knowledge to support account leads with integration of solutions
- Contributing to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
- Maintaining expertise on IT at all levels, including new applications, maintenance, typical budgets of CIOs, and typical objectives, measures, and metrics
- Maintaining broad market and competitor knowledge to ensure credibility with Customer Executives
Requirements:
- University or Bachelor's degree; Advanced degree or MBA preferred
- 8+ years of sales experience
- 5+ years of higher education account management experience
- Experience in a related industry
Knowledge and Skills:
- Mastery of products, solutions, or service offerings, as well as competitor offerings
- Knowledge of strengths and weaknesses of key competitors in accounts and how to leverage this knowledge
- Expertise in specialty, consultative solution selling, and business development skills to align client's business needs with solutions
- In-depth knowledge of client's business, organisational structure, business processes, and financial structure
- Considerable knowledge of customer's infrastructure and architecture
- Demonstrated leadership and initiative in driving services sales in accounts
- Strategic planning on a business development level; ability to build an effective business case
- Balance of strategic and tactical pursuits to optimise coverage and develop a predictable revenue stream
- C-level engagement skills in collaboration with account leads to offer value-add solutions to clients
- Excellent project oversight skills
- Ability to work with account teams to build effective account plans and strategies
What We Can Offer:
- Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing
- Investment in career development and growth
- Unconditional inclusion and celebration of individual uniqueness
Salary: Annual Salary USD 231,000 - 543,000 in Michigan