Sales Networking Account Manager

Overview

Serve as the overall account lead (single point of contact) for large named accounts, understanding client business and IT challenges to drive value while maximizing revenue and margin. Specialty in computers, printers, servers and storage with a focus on growing the base business, complex solutions and new business opportunities.

What you'll do

• Build growth opportunities using the account planning process and actively manage planning through scheduled reviews and updates.
• Work extensively with and leverage external partners to deliver solution sales.
• Spend a significant percentage of time directly with customers, interfacing with all levels, including the highest within the customer organization, with a focus on management level.
• Develop a business plan in conjunction with the customer.
• Apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth.
• Maintain high customer loyalty and build trust and integrity, as indicated in company-conducted surveys and reports.
• Achieve and manage quarterly, half-yearly and annual quota and/or margin.
• Enter all opportunities in the pipeline tool and update them weekly; recommend and implement industry-leading pipeline management practices.
• Implement margin recovery activities and strategies.
• Act as the first interface for international accounts in collaboration with global and local business teams.
• Identify customer requirements, match them with company capabilities, and choose the respective supply chain (Volume Direct or Indirect).

What you'll need

• University or Bachelor's degree.
• Typically 8-12 years of experience.
• Industry experience required.
• Experience in product specialty (computers, printers, servers, storage).
• Detailed knowledge of key customer types or customers on given products.
• Viewed as an expert in the company, sought out by other Sales Representatives and/or first-level managers for input.
• Good leadership skills and cross-functional expertise.
• Good time management skills.
• Broad understanding of customer needs, applying standard as well as creative solutions, particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sales.
• High-level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation and deal-closing skills.
• Identify and effectively lead account resources to ensure coordinated, efficient account management and accountability for business results.
• Expertise in managing end-to-end sales processes in large deals.
• Relevant knowledge of client's industry; keep abreast of trends and lead discussions with IT on strategic directions.
• Knowledge of the company's breadth of solutions and engage specialist resources as needed.
• Ability to understand customer business issues and translate them to company solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excel in competitive selling skills; sell across platform and specialty.

Details

• Location: Mumbai, Maharashtra, India.
• Hybrid role: on average 2 days per week from an HPE office.
• Accounts may be managed remotely; work often occurs outside HPE offices.