Global Account Manager
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Job Description
Global Account Manager for HPE Networking focusing on strategic growth in large accounts. Responsible for developing sales pipelines and managing client relationships to maximize revenue.
Responsibilities:
- Develops account plans and long-term sales pipeline to increase the company's market share
- Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
- Works with management to develop future business plans; independently determines methods for achieving plans
- Extensive time spent working with and leveraging a diverse set of external partners
- Builds strong professional relationships with key IT and business executives, including C level Executives
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports
- Advocates for client needs in negotiating solution sales and troubleshooting delivery issues
- Develops business plan in conjunction with the customer
- Analyzes client industry and competitive research and information to facilitate rich client dialogue
- Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting
- Directs and coordinates all activity on account(s)
- Focuses on generating new business and builds, monitors and manages sales pipeline activity
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
- Enters all opportunities in pipeline tool and updates them weekly
- Builds a list of customers willing to be a reference in person or print
- Ability to implement margin recovery activities/strategies
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
- Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect)
Requirements:
- University or Bachelor's degree; Advanced degree or MBA preferred
- Prior selling experience includes multiple, diverse set of selling responsibilities
- Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy
- Typically 12+ years of experience as referenced above
- 5 years commercial account management experience
- Highly experienced in product specialty (computers, printers, servers, storage)
- Experience in related industry
- Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level
- High level of negotiation skills at high level customer management
- Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
Benefits:
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
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