HPE Networking Services Account Manager
This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.
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:
Job Family Definition:
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.
HPE Networking Services Account Manager is responsible for driving growth of HPE Networking services within assigned accounts or territory, with a focus on new business, renewals, attach, upsell, and expansion of service contract value. The role works with end-user customers, partners, account teams, and internal stakeholders to position services as an integral part of the customer’s networking strategy.
The position requires a solid understanding of the services value proposition and how customers assign services contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services Account Manager develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer’s business challenges /objectives to provide value added services and solutions.
Responsibilities:
Develops long-term sales pipeline to increase the company's market share in specialized area.
Integrates with the local product sales team and internal stakeholders. Ensuring services always being represented.
Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
Sets direction for business development and solution replication.
Creates and grows reference customers.
Sells complex products or solutions to customers on a partnership basis.
In addition to driving new business, manages and expands renewal opportunities within the assigned focus area by analyzing the installed base, identifying expiring service contracts, mitigating renewal risks, and driving upsell and contract expansion to increase renewal contract value.
Maintains accurate pipeline, CRM hygiene, and forecast discipline for assigned services opportunities and renewals.
Establishes a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
Maintains and uses overall cross-portfolio knowledge to support account leads with integration of solutions.
Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIOs, typical objectives, measures, metrics.
Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
Education and Experience Required:
University or Bachelor's degree; Advanced University or MBA preferred.
Directly related previous work experience in services and/or networking is a plus.
Demonstrated achievement of progressively higher quota diversity of business customer, and higher-level customer interface.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Viewed as expert in given field by company and customer.
Considered a mentor of selling strategy, including designing strategy.
Typically 7+ years of related sales experience.
Project management and analytical skills required.
Knowledge and Skills:
Fluency in Swedish and English will be required; knowledge of Finnish language will be considered a plus
Understands networking architectures and services frameworks.
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
In-depth knowledge of client's business, organizational structure, business processes and financial structure.
Considerable knowledge of the customer's infrastructure and architecture.
Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
Demonstrates leadership and initiative in successfully driving full portfolio including software (subscriptions) and services needed for the customer's requirements.
Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
Excellent project oversight and analytical skills.
Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
Understands and sells high value software (subscriptions) solutions.
Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
Understands the leverage of services as part of strategic portfolio of products.
Promotes services as part of all strategic opportunities.
Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.
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.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.
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Job:
Sales
Job Level:
Master
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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