Inside Sales Account Manager, SMB - Aruba

This role has been designed as ‘Onsite’ with an expectation that you will primarily work from an HPE office.

About the company

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.

About the role

Encompasses supporting and/or selling the company’s installed base as well as non-company accounts for expanded wallet share and to achieve assigned product quota. Builds customer confidence in the company’s remote sales capabilities, from procurement to senior levels of customer management. Drives opportunities from qualification to close and promotes the benefits of direct e-business transactions or inside business support to prospective customers.

Applies developed knowledge of job skills, company policies, and procedures to complete a wide variety of moderately complex assignments/tasks. Works under limited supervision and normally receives no instruction on routine work and general instructions for new assignments.

Responsibilities

• Majority of work done independently.
• Independently moves leads through the entire sales process.
• Proactively sells products, services, and supplies to the installed base in support of company promotion and upgrade campaigns.
• Achieves set quota and goals.
• Sells primarily transactional, with some solutions selling; owns strategic entry points at the customer aligned to the business objective of the area.
• Sells complex, multi-product/services.
• Involves Outside Sales Rep as necessary for high-complexity sales or where a competitor is face-to-face with the customer.
• Participates in the development of district sales strategy and quota setting; defines own individual sales plan.
• Addresses customer complex requests via broad multi-product/service offerings.
• Identifies and allocates internal and external resources to deliver transactional or solution sales.
• May interface with specialty buyers (e.g., IT, Procurement) or with business executives.
• Pursues opportunities in assigned territory, account, or product line.
• Actively prospects within accounts to discover or cultivate sales opportunities.
• Responsible for pipeline and forecast in accordance with the sales center business process.
• Aggregately reviews account activities in pursuit of new business or upselling opportunities.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Partners effectively with others in the account to ensure coordinated, efficient account management.
• Actively manages the account to protect and grow the company’s business; coordinates all account forecasts, planning, and reporting.
• As dictated by the selling model, engages partners effectively to improve win rates on selective deals.
• Orchestrates the resources and sponsorship essential for executing business effectively.

Requirements

• Four-year university/Bachelor’s degree preferred or equivalent experience.
• Typically 4-6 years of selling or account management experience; preferably in the IT industry.
• Proven track record in sales.
• Demonstrated ability to move leads through the entire sales process independently.

Skills

• Listens to customer needs and tailors messages based on those needs, tying in additional promotional campaigns, upgrades, or extended products/services.
• Consistently demonstrates proactive activities within accounts to uncover new business and take ownership of new opportunities.
• Exhibits thorough knowledge of the company’s portfolio, observed via customer interactions, test scores, and limited reliance on technical support, pre-sales, or internal resources.
• Consistently meets or exceeds metrics related to inbound/outbound calls, open pipeline opportunities, and closed-won revenue set by segment management.
• Understands client procurement processes and knows key decision criteria for winning new and/or maintaining existing business.
• Ability to build strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs.
• Knowledge of company sales tools and processes.
• Project management skills desired.
• Demonstrates ability to act as a team lead.
• Demonstrated ability to coordinate internal and external partners to deliver appropriate solution sales.

Benefits

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.

• Health & Wellbeing: Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach career goals, whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion: Celebrates individual uniqueness and values varied backgrounds.

Pay

The expected salary/wage range for this position is provided below. Actual offer may vary based on geographic location, work experience, education/training, and/or skill level.

• United States of America: Hourly Salary USD 42.98 - 83.13 in California.
• United States of America: Hourly Salary USD 35.96 - 83.13 in North Carolina.

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%.