Account Manager, HPE Networking for BT Group

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.

The Role: Account Manager, HPE Networking for BT Group

We are looking for an experienced, innovative, and inspirational Account Manager to lead, grow and develop our relationship with BT Group. This Account Manager will work within the account team taking on responsibility for growing the business for the solutions sold to BT that underpin their own customer propositions.

The successful candidate will ideally have a proven track record of relationship in the account and SPs market and be able to effectively connect with key executive stakeholders, executing multiple priorities simultaneously.

The role must be located in the UK and will report to our Client Director of BT Group.

Responsibilities

• Develops account plans and long-term sales pipeline to increase the company's market share.
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products 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 for their areas of business.
• 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.

Education And Experience Required

• University or Bachelor's degree; Advanced degree or MBA preferred.
• Prior selling experience includes multiple, diverse set of selling responsibilities, ideally to major service providers for networking technologies.
• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.
• Typically 12+ years of experience as referenced above.
• 5 years + commercial account management experience.

Knowledge And Skills

• Excellent time management and presentation skills.
• Go-to expert for the technology or solution being presented.
• Strong high-level customer management relationship building, especially with executives in lines of business 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.
• Proactive presentation of value solutions.
• Uses financial-selling techniques with client and 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; keeps abreast of trends and leads discussions with IT on strategic directions.
• Strong knowledge of networking solutions and engages specialist resources as needed.
• Ability to understand customer's business issues and translate to company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex, large deal basis.
• Excels in competitive selling skills.
• Sell across platform and specialty.

What We Can Offer You

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Key skills/competency

• Account Management
• Sales Strategy
• Networking Solutions
• Relationship Building
• Consultative Selling
• Business Development
• Negotiation Skills
• Market Share Growth
• BT Group Knowledge
• Executive Engagement