Key Account Manager for Orange

Company Overview

Hewlett Packard Enterprise is a global edge‑to‑cloud company that advances 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.

Job Overview

This Account Lead role is primarily onsite at an HPE office but may involve working remotely with accounts. The role serves as the overall account lead (single point of contact) for numerous large named accounts in a designated country, geographic territory, or industry. The focus is on driving value for the client, maximizing revenue and margin, and growing the business across multiple solution lines.

Responsibilities

• Develop account plans and long‑term sales pipeline to increase company market share.
• Focus on larger deals/opportunities and value and/or volume portfolio management, and sell a range of company products and solutions.
• Work with management to develop future business plans; independently determine methods for achieving plans.
• Extensive time spent working with and leveraging a diverse set of external partners.
• Build strong professional relationships with key IT and business executives, including C‑level executives.
• Apply consultative‑selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintain high level of customer loyalty and build trust and integrity, as indicated in company‑conducted surveys and reports.
• Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develop business plan in conjunction with the customer.
• Analyze client industry and competitive research and information to facilitate rich client dialogue.
• Actively manage the account to protect and grow the company’s business; coordinate all account forecasts, planning and reporting.
• Direct and coordinate all activity on account(s).
• Focus on generating new business and build, monitor and manage sales pipeline activity.
• Responsible for achieving and managing quarterly, half‑yearly and annual quota and/or margin.
• Enter all opportunities in pipeline tool and update them weekly.
• Build a list of customers willing to be a reference in person or print.
• Ability to implement margin recovery activities/strategies.
• Act as first interface for international accounts in collaboration with members of global business teams and local teams.
• Identify customer requirements, match with company capabilities and choose the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required

• 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; mentor 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.

Knowledge and Skills

• Know how to motivate partners to sell our solutions.
• Have excellent time management skills and presentation skills; go‑to expert for the technology or solution being presented.
• Strong high‑level customer management relationship building, especially working with executives and 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, engaging the client in business solutions.
• Use financial‑selling techniques with the client and company internally 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; keep abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Strong knowledge of the company’s breadth of solutions and engage specialist resources as needed.
• Understand customer business issues and translate to the company’s solutions.
• Prioritize and drive strategic sales activity on a complex, large deal basis.
• Excels in competitive selling skills.
• Sell across platform and specialty.

Additional Skills

• Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Managing Ambiguity.

Job Level

Master

Equal Employment Opportunity Statement

HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories. Hewlett Packard Enterprise is EEO protected Veteran/Individual with Disabilities.