Enterprise Account Manager - Atlanta, GA

Overview

Enterprise Account Manager - Atlanta, GA. This role has been designated as Remote/Teleworker, which means you will primarily work from home.

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.

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. They may have named accounts allocated, cover a designated geography, or be allocated to one high-potential, competitive attack account.

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations.

May seek advice in order to make decisions on complex business issues.

This position covers the greater Atlanta, GA area; travel within the territory for customer-facing meetings is required.

• Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in the specialty area.
• Maintain knowledge of competitors in account to strategically position the company’s products and services.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, and consultative relationship with the client by developing a core understanding of the client’s unique business needs within their industry.
• Contribute to proposal development, negotiations and deal closings.
• Work closely with and support the account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
• May focus on growing contractual renewals for mid-size accounts with some complexity to higher-total contract-value renewals.
• Interface with internal and external/industry experts to anticipate customer needs and facilitate solutions development. Build sales readiness and reduce client learning curve through effective knowledge transfer in the area of specialization.

• University or Bachelor's degree preferred.
• Demonstrated success in achieving progressively higher quota.
• Vertical industry knowledge required - Enterprise Accounts.
• Typically, 5+ years of sales experience required.
• Experience selling Compute solutions preferred.

• Deep knowledge of products, solution or service offerings as well as competitors’ offerings, to be able to sell expansive systems or services and attached products.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands the role of IT within area of specialization and how the company’s solutions address specific vertical industry challenges as well as cross-segment capabilities.
• Negotiates and drives deals to ensure successful closes and high win rate.
• Broad understanding of customer needs; applies standard as well as creative solutions to meet those needs.
• Use…