SLED Named Account Manager - Pheonix, AZ

SLED Named Account Manager

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

Job Description

We are seeking a Named Account Manager SLED to lead and grow a portfolio of large, named SLED accounts across Arizona. In this role, you will serve as the strategic account lead and trusted advisor to key business and IT leaders, helping customers address their business and technology priorities through HPE Networking solutions.

You will manage a combination of established accounts and whitespace opportunities, with a focus on growing existing business, generating new opportunities, and building a strong long-term sales pipeline. You will work closely with customers, HPE teams, and channel partners to lead complex sales opportunities and expand HPE Networking's presence across Arizona's state, local government, and higher education market.

Responsibilities

• Develops account plans and long-term sales pipeline to increase the company's market share.
• Focuses on larger deals/opportunities and value portfolio management, and selling a range of company networking products, services 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).

Education and Experience Required

• Bachelor's degree or equivalent relevant experience; advanced degree or MBA preferred.
• 12+ years of sales experience, including progressively complex account and selling responsibilities.
• 5+ years of SLED account management experience, including state/local government and/or higher education customers.
• Experience selling enterprise technology solutions, preferably networking products, services, and solutions.
• Experience building relationships with executive-level customers and working through channel and partner ecosystems.
• Must reside within the Arizona territory, with the Phoenix metro area strongly preferred, and be willing to travel throughout Arizona as needed to meet with customers, partners, and internal teams.

Knowledge and Skills

• Knows how to motivate partners to sell our solutions.
• Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
• 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.- proactive presentation of value solutions
• Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Expertise in managing end- to-end sales processes in complex, large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis.
• Excels in competitive selling skills.