Inside Account Manager

About the Role

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

Responsibilities

• Proactively sells products, services, supplies to installed base and through "cold calling" in support of company promotion and upgrade campaigns.
• Multi-product/service, complex sales, typically sells integrated solutions.
• Directs and coordinates supporting activities.
• Identifies emerging market trends and opportunities.
• Trains, coaches and leads other Inside Sales Reps., both Outbound and Inbound.
• Leads new market penetration campaigns.
• Significant input to development of quota objectives and future direction within territory, area, and/or accounts.
• Interfaces with highly diverse set of functions and buyers at all levels within customer organization - including highest levels of Executive.
• Partner with Sales Team to develop and execute account through the management and coordination of sales activities.
• Aggressively reviews account activities in pursuit of new business or up-selling opportunities.
• Responsible for pipeline and forecast responsibility in accordance with sales center business process.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Builds strong professional relationships with key IT and business executives.
• Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
• Execute campaign follow-up and lead management.
• Orchestrates the resources and sponsorship essential for executing business effectively.
• Drives integrated planning and coordinated sales execution.
• As dictated by the selling model, engages partners effectively to improve win rates on selective deals.
• Nurtures and closes new opportunities that result in substantial incremental orders, revenue and margins to company, representing the entire company portfolio of products and services.

Qualifications

• Four year university/Bachelor's degree preferred or equivalent experience.
• Typically 4+ years of combined IT or selling experience preferable in IT industry.
• Additional, specialized knowledge-breadth/depth.
• Expert in discipline offerings; technical ability to develop a total sales engagement.
• Multiple years over quota performance with progressively more difficult assignments.
• Viewed as an expert in company; sought out by other sales reps and/or managers for input.

Skills

• Complex negotiation and selling skills with multiple products and service solutions.
• Project management skills in directing or coordinating selling sales support activities on complex sales.
• Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.
• Consistently meets or exceeds metrics related to inbound calls set by segment management.
• Understands the client procurement processes and knows key decision criteria for winning new and/or maintaining existing business.
• Displays ability to clearly articulate company value propositions and solution discussions with customer.
• Demonstrates ability to take on more complex accounts and direct and global engagements.
• Exhibits thorough knowledge of the company's portfolio, observed via customer interaction, test scores, and limited reliance on technical support, pre-sales or internal resources to discuss products or solutions with customers.
• Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.
• High level of negotiation skills at the business manager and IT executive level.
• Demonstrates strong presentation and communication skills at the business manager level.
• Solid knowledge of the company's breadth of solutions.
• Solid level of industry acumen; keeps current with trends and be able to converse with client on issues and challenges.
• Ability to mentor peers.
• Partner organization intelligence aligned with partner management skills.

Impact/Scope

• Works independently.
• Account responsibility with quota.
• Works in assigned territory/account.
• Works very closely with external partners.

Complexity

• Works with high degree of independence.
• Typically assigned to complex engagements (Direct, Global, etc.).
• Solution selling typically in one or more BU's.
• Handles deals with moderate to high risk.

Pay

United States of America: Hourly Salary USD 35.96 - 83.13 in North Carolina & Texas. This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%.

Benefits

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html