Hewlett Packard Enterprise Company Regional Account Manager in Calgary, Alberta
Regional Account Manager
At Hewlett Packard Enterprise (HPE), we live by three core values that drive our business: Partner. Innovate. Act. These values combine to help us create important work all over the world to advance how people live and work.
We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time. You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?
As the Regional Account Manager you will be the business sales lead for an enterprise accounts, and may also act as the account lead for a substantial area of a Corporate Account. You will be required to understand a client’s critical business priorities and capable of aligning IT solutions that address those priorities. You will deliver clearly defined financial metric’s to meet customers internal rates of return and focus on driving value for the client, while maximizing competitive share, revenue, and margin for the company. As well, you will focus on business development and taking market share and identify, qualify and closes new business that results in substantial incremental revenue and margins to the company in addition to maintaining and expanding existing product and solution offerings.
Regional Account Manager's represent the company’s portfolio of products and services in a concise, relevant way that resonates with customers and highlights company’s key competitive strengths to drive a purchase decision. You are accountable for achieving sales goals. You may be required to coordinate the overall account management activities with other company Business Organizations. You may also be supported by presales, product/service specialists and inside sales support resources. These jobs focus on selling to customers, typically through work that occurs outside ‘the company’s’ offices.
The successful candidate can reside in either Calgary or Edmonton and will be responsible for driving business development in both locations.
Responsibilities: Client/Account Relationship
Builds strong professional working relationships with the client, including key IT and business executives.
Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.
Researches and understands the client's industry, and develops a core understanding of client business needs and challenges.
Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.
Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
Advocates for client needs during sales cycle and in addressing any delivery issues.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company.
presence and share in the account.
Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company. Represents the entire company portfolio of products and services.
Protects company's position and focuses on generating new business.
Engages reselling partners effectively to improve win rates and delivery of selected deals.
Meets or exceeds quarterly and annual revenue & margin quotas.
Participates in/drives Account Team Management.
Orchestrates all company resources essential for executing the account business plan, including sponsors.
Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
Effectively engages and leverages executive sponsors.
Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio and improve win rate of selective deals.
Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.
Education and Experience Required:
Same as previous plus.
Typically 5-8 years account management experience.
Knowledge and Skills: Account/Business Development
Leverages existing relationships and builds new relationships with executives in the business and in IT.
Negotiates at the business manager and IT executive level.
Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.
Submits timely and accurate forecasts and continually coaches team to do same.
Knowledge of basic financial- selling concepts in support of business cases for company solutions.
Account Team Leadership
Resources and leads successful dedicated global virtual teams.
Demonstrates strong presentation and communication skills at the business manager level.
Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.
Adheres to SBC and company's code of ethics.
- Solid knowledge of the company's breadth of solutions and engages appropriate specialist resources as needed.
Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.
Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off.
Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.
Competent in the sale of IT services and outsourcing
HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
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Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.
Hewlett Packard Enterprise
Technology innovation that fosters business transformation.
We Are In the Acceleration Business
We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.
Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
Standards of business conduct (SBC):
The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.
Read more about how we win the right way.
Equal Opportunity Employer (EEO):
Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.
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