Account Manager – Kentucky, Southern Ohio
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Job Description
HPE Account Manager selling edge-to-cloud technology solutions to higher-education and state-government accounts. Building pipelines, closing complex deals, and growing revenue across Kentucky and Southern Ohio.
Responsibilities:
- Drive proactive campaigns to build the sales pipeline
- Prospect, qualify, negotiate, and close opportunities using specialized knowledge and skills
- Handle higher education and state government accounts
- Develop long-term sales pipelines to increase market share
- Identify new customer-value opportunities by expanding and enhancing existing opportunities
- Set direction for business development and solution replication
- Create and grow reference customers
- Sell complex products or solutions on a partnership basis
- Establish professional, working, and consultative relationships with mid-to-large account clients, including C-level executives
- Develop an understanding of clients’ unique business needs and industries
- Support account leads with cross-portfolio solution integration
- Build enduring executive relationships and promote total solution capabilities
- Maintain expertise on IT applications, maintenance, CIO budgets, objectives, measures, and metrics
- Maintain broad market and competitor knowledge
- Drive services sales through prospecting, negotiating, and closing deals
- Build business cases and account plans to drive incremental revenue
- Balance strategic and tactical pursuits to optimize coverage and develop predictable revenue
- Provide value-add solutions through C-level engagement
- Oversee projects and collaborate with the account team on account strategy
Requirements:
- University or Bachelor's degree, or equivalent work experience
- Advanced degree or MBA preferred
- 8+ years of sales experience
- 5+ years of higher education or state account management experience
- Experience in a related industry
- Mastery of products, solutions, services, and competitor offerings for complex solution sales
- Knowledge of competitors’ strengths and weaknesses and ability to leverage that knowledge
- Specialized consultative solution-selling and business-development skills
- In-depth knowledge of client business, organizational structure, processes, and financial structure
- Considerable knowledge of customer infrastructure and architecture
- Leadership and initiative in driving services sales
- Strategic business-development planning and business-case development
- Ability to balance strategic and tactical pursuits
- C-level engagement skills
- Excellent project oversight skills
- Ability to build effective account plans and strategies
Benefits:
- Comprehensive suite of health and wellbeing benefits supporting physical, financial, and emotional wellbeing
- Personal and professional development programs
- Flexible work arrangements to manage work and personal needs
- Inclusive workplace culture
- Remote/teleworker arrangement, primarily working from home
- Equal employment opportunity and accessibility accommodations
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