Commercial Account Manager V - Networking (Georgia)
HPE Aruba Networking · Georgia, United States
- On site
- Full-time
- $360,000 / year
- Georgia, United States
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Job highlights
- Lead strategic commercial accounts in networking.
- Drive revenue growth and market share expansion.
- Build executive relationships and deliver value solutions.
- Manage sales pipeline and achieve quota.
- Remote role with 30% travel required.
About the role
Commercial Account Manager V - Networking
Hewlett Packard Enterprise (HPE) is a global edge-to-cloud company focused on advancing how people live and work by helping companies connect, protect, analyze, and act on their data and applications wherever they live. We foster a culture that values diverse backgrounds, flexibility, and innovation, encouraging employees to stretch and grow their careers.
Job Description
We are seeking a Commercial Account Manager V to lead a portfolio of large, strategic commercial customers in an assigned territory. Your primary responsibility will be to develop and execute account strategies that drive revenue growth, expand HPE's market share, and strengthen customer relationships. You will collaborate with presales, services, specialists, and channel partners to identify and advance complex sales opportunities across the HPE portfolio. The role involves building trusted relationships with IT and business executives, delivering value-based solutions, and managing pipeline development, forecast accuracy, quota attainment, account planning, and overall customer success.
Responsibilities
- Develop account plans and long-term sales pipelines to increase market share.
- Focus on larger deals, value/volume portfolio management, and selling a range of company products and solutions.
- Collaborate with management on future business plans and independently determine methods for achieving them.
- Engage extensively with 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 for profitable revenue growth.
- Maintain high customer loyalty and build trust and integrity.
- Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
- Develop business plans in conjunction with the customer.
- Analyze client industry and competitive research to facilitate rich client dialogue.
- Actively manage accounts to protect and grow business, coordinating forecasts, planning, and reporting.
- Direct and coordinate all account activities.
- Focus on generating new business and managing sales pipeline activity.
- Achieve and manage quarterly, half-yearly, and annual quotas and/or margins.
- Enter and update all opportunities in the pipeline tool weekly.
- Build a list of customers willing to serve as references.
- Implement margin recovery activities and strategies.
- Act as the primary interface for international accounts in collaboration with global and local teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate supply chain.
Education and Experience Required
- University or Bachelor's degree; Advanced degree or MBA preferred.
- 12+ years of relevant experience.
- 5 years of commercial account management experience.
- Prior selling experience with multiple, diverse selling responsibilities.
- Considered an expert in the field, mentoring on selling strategy.
- Experience in Networking products and Services preferred.
- Experience in a related industry.
- Must reside in the state of Georgia and be willing to travel approximately 30%.
Knowledge and Skills
- Ability to motivate partners to sell solutions.
- Excellent time management and presentation skills.
- Expertise in the technology or solution being presented.
- Strong high-level customer relationship building, including with executives and board members.
- High-level negotiation skills.
- Adept at advanced sales negotiations and positioning value under pricing pressures.
- Proactive presentation of value solutions.
- Extensive partner organization intelligence and ability to collaborate with multiple partners.
- Proficiency in financial-selling techniques.
- Expertise in managing end-to-end sales processes for complex, large deals.
- Relevant knowledge of client's industry and ability to link discussions to IT strategic directions.
- Strong knowledge of HPE's solutions and ability to engage specialist resources.
- Ability to understand customer business issues and translate them into company solutions.
- Ability to prioritize and drive strategic sales activity on complex, large deals.
- Excels in competitive selling skills.
- Ability to sell across platforms and specialties.
What We Can Offer You
- Health & Wellbeing: Comprehensive benefits supporting physical, financial, and emotional wellbeing.
- Personal & Professional Development: Investment in career growth with specific programs to achieve goals.
- Unconditional Inclusion: A culture that celebrates uniqueness, values varied backgrounds, and offers flexibility.
Key skills/competency
- Commercial Account Management
- Networking Products and Services
- Strategic Sales
- Complex Deal Management
- Executive Relationship Building
- Consultative Selling
- Pipeline Management
- Quota Attainment
- Partner Management
- HPE Solutions Expertise
Skills & topics
- Commercial Account Manager
- Networking Sales
- HPE Aruba
- Remote Sales
- Georgia Sales Jobs
- Enterprise Sales
- IT Sales
- Account Management
- Tech Sales
- Sales Manager
How to get hired
- Tailor your resume: Highlight 12+ years of experience, 5 years in commercial account management, and specific networking product sales successes, aligning with HPE's emphasis on strategic sales and executive relationships.
- Showcase executive presence: Emphasize your ability to build trust and rapport with C-level executives and board members, demonstrating consultative selling and complex deal management skills.
- Quantify achievements: Use data to demonstrate your track record in pipeline development, quota attainment, and driving profitable revenue growth in previous roles.
- Highlight partner management: Detail your experience in motivating and collaborating with diverse external partners to drive sales, a critical aspect of this Commercial Account Manager role.
- Prepare for Georgia focus: Ensure your resume reflects your residency in Georgia and willingness to travel, as required for this position.
Technical preparation
Master HPE networking solutions portfolio.,Practice consultative selling for complex deals.,Develop proficiency in financial selling techniques.,Study competitive landscape for networking products.
Behavioral questions
Describe a complex sales cycle you managed.,How do you build executive client relationships?,Share an example of driving revenue growth.,How do you collaborate with diverse partners?
Frequently asked questions
- What is the salary range for the Commercial Account Manager V - Networking role at HPE in Georgia?
- The expected annual salary range for this position in Georgia is USD 216,000 - 507,000. This range includes a 50/50 split between base salary and target sales compensation, assuming 100% of the sales plan is achieved.
- Is the Commercial Account Manager V - Networking role remote or hybrid?
- This role is designated as 'Remote/Teleworker,' meaning you will primarily work from home. However, it does require approximately 30% travel to support customer meetings, account management, partner engagement, and internal business meetings within Georgia.
- What specific experience is required for the Commercial Account Manager V - Networking position at HPE?
- HPE requires candidates to have a University or Bachelor's degree (MBA preferred), a total of 12+ years of experience, with at least 5 years specifically in commercial account management. Prior selling experience with diverse responsibilities and networking product knowledge is also highly valued.
- What are the key responsibilities of a Commercial Account Manager V at HPE Aruba Networking?
- Key responsibilities include developing account strategies, driving revenue growth, expanding market share, building executive relationships, managing complex sales opportunities, collaborating with partners, and achieving sales quotas within an assigned territory.
- Does HPE offer benefits for the Commercial Account Manager V role?
- Yes, HPE offers a comprehensive suite of benefits focusing on health and wellbeing, personal and professional development, and unconditional inclusion. More details can be found at https://myhperewards.com/main/new-hire-enrollment.html.
- What kind of travel is expected for this remote Commercial Account Manager role?
- While the role is remote, you are expected to travel approximately 30% of the time. This travel is necessary to support customer meetings, account management activities, partner engagement, and internal business meetings within your assigned territory.
- How does HPE handle recruitment fraud for roles like the Commercial Account Manager V?
- HPE takes recruitment fraud seriously. They will never charge a fee for recruitment or request sensitive personal information via social media. All legitimate opportunities come through official channels, and candidates should verify credentials and report any suspicious activity to authorities.