Description
We are seeking a Commercial Account Manager - Networking to serve as the overall account lead for mid-market to SMB accounts in Ireland.
The successful candidate will have a strong understanding of the client's key business and IT challenges and requirements, and will drive value for the client while maximizing revenue and margin for the company.
Responsibilities:
- Coordinates and owns account plans for commercial accounts in the account planning process
- Focuses on larger deals and opportunities, value and 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 business unit in the account
- Establishes a professional working relationship 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 and managing quarterly, half-yearly, or yearly quota
- Enters opportunities in pipeline tools and updates them weekly; recommends and implements pipeline management practices
- Sells solutions that include hardware, software, and services
- Builds and deploys a territory account plan that includes working with partners and specialists
- Ability to implement margin recovery activities and 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
- Reviews and designs sales policy and strategy
Education and Experience Required:
- University or Bachelor's degree preferred
- 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 customers 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