Inside Account Manager

Inside Account Manager

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

Who We Are

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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

Job Family Definition: Please view the sub-family description (e.g. for Inside Sales Account Managers, Inbound & Support, Outbound & Supervisors) below the management level definition of the Workday job profile.

Management Level Definition: Applies extensive knowledge of the job skills, company policies and procedures to complete complex, specialized assignments/tasks in creative and effective ways. Comprehensive understanding of the general/technical aspects of the job. Works on assignments that are complex in nature and require initiative and technical/specialized knowledge to resolve problems and/or develop recommended solutions. Work is completed with minimal supervision and assignments may be completed without established procedures. May determine methods and procedures for new assignments. Typically provides guidance to other non-exempt employees.

Outbound & Supervisors: Encompasses supporting and/or selling within 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 promote the benefits of direct e-business transactions or inside business support to prospective customers.

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.

Education and Experience Required:

• 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.

Knowledge and 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.

What We Can Offer You

Health & Wellbeing: 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.

Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.