Hewlett Packard Enterprise is seeking an experienced Account Manager to grow its K12 and local government business in Northern California. The role involves managing existing accounts and acquiring new business across the HPE Networking portfolio, including WiFi, routing, switching, SD-WAN, and security, while working remotely with a focus on the San Jose, Santa Cruz, and Monterey regions.
What You'll Do
- Engage, qualify, and develop both new and existing accounts
- Collaborate with SE, Product Specialists, Field Marketing, Inside Sales, Partner Account Managers, etc. as well as HPE’s channel partners
- Represent the entire HPEN portfolio including WiFi, routing, datacenter switching, SD-WAN, and security
- Create a consistent cadence to driving partner-led demand generation, call campaigns, with strong opportunity management skills
- Executive selling skills required, to include various CxOs, IT Management, and other key Decision-Makers
- Relationship management skills that translate into identifying decision-makers and influencers within assigned accounts
- Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management
- Responsible for building quarterly and annual forecasts & pipelines
- Engage resources, including the 4 HPEN business units to drive successful business outcomes for aligned accounts
- Provide accurate and timely forecasts to sales management on a weekly basis
- Coordinate and lead members of virtual account teams: SEs, managers, inside sales, specialists, channel and channel management members, PLM, etc.
- Reporting line will be through the Regional Sales Director
What We're Looking For
- Technical IT sales background highly desirable
- 7-10 years experience selling IT datacenter networking, WiFi, switching, routing, SD-WAN, and security with a broad knowledge of AI
- Referenceable track record of successful sales experience within industry and region
- Proven track record of driving sales through channel partners in SLED accounts
- Experience developing acquisition and retention sales strategies
- Ability to prepare quotes and create compelling proposals based on customer requirements by leveraging the HPEN networking portfolio
- Fluency with Salesforce.com (and Clari)
- Excellent written and oral communication skills
- Articulate presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy
- Excellent relationship building and consultative sales skills with knowledge of the Challenger methodology
- Strong business acumen including financial based selling as well as TCO analysis
Technical Stack
- WiFi
- routing
- datacenter switching
- SD-WAN
- security
- Salesforce.com
- Clari
Team & Environment
- Virtual account teams including SEs, managers, inside sales, specialists, channel and channel management members, PLM
- Reporting to Regional Sales Director
Benefits & Compensation
- Comprehensive suite of benefits that supports physical, financial and emotional wellbeing
- Personal & Professional Development programs
- Specific programs catered to helping you reach any career goals
- Opportunities to become a knowledge expert in your field or apply your skills to another division
- Unconditional inclusion in the way we work and celebrate individual uniqueness
- Flexibility to manage work and personal needs
- Bold moves, together, and are a force for good
Annual Salary USD 221,000 - 456,500 in California (50% base salary, 50% target-level sales compensation at 100% of sales plan)
Work Mode
Remote/Teleworker, primarily work from home, with local focus on San Jose, Santa Cruz, and Monterey.
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 are made on qualifications, merit, and business need. 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.