Enterprise Account Manager- Major Accounts Dubai

Role Overview

Enterprise Account Manager – Major Accounts, Dubai. Hewlett Packard Enterprise (HPE) is seeking an experienced sales leader to serve as the overall account lead and single point of contact for large named accounts in an assigned territory. This is a hybrid role based in Dubai with an average requirement of 2 days per week onsite at an HPE office.

Company Overview

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 value varied backgrounds, offer flexibility to manage work and personal needs, make bold moves together, and are a force for good.

Role Purpose

This role is designed for a seasoned sales leader to manage large, complex accounts across an assigned geographic territory or industry vertical. You will act as the primary strategic partner to major clients, understanding their key business and IT challenges while driving value for the customer and maximizing revenue and margin for HPE. You will specialize in a value or volume specialty including computers, servers, storage, services, or printers, with focus on growing base business, complex solutions, and identifying new opportunities.

Key Responsibilities

Account Strategy & Growth

• Develop and execute comprehensive account plans to grow market share and focus on large deals and value/volume management.
• Manage and forecast account activity, build a robust sales pipeline, and generate new business opportunities.
• Act as an interface for international accounts and coordinate supply chain options based on customer needs.

Sales Execution & Negotiation

• Use consultative selling to identify opportunities and ensure ongoing revenue growth.
• Manage complex sales negotiations and lead end-to-end sales processes for large, complex deals.
• Achieve sales quotas and margin targets; document all opportunities in pipeline tools.
• Gather customer references and implement margin recovery strategies.

Customer & Partner Relationships

• Maintain high customer loyalty, serve as a client advocate, and negotiate tailored solutions.
• Leverage external partners and build strong relationships with IT and business executives, including C-level stakeholders.
• Develop business plans collaboratively with clients, analyzing industry and competitive data for strategic dialogue.

Strategic Leadership & Collaboration

• Collaborate with management to shape future business strategies and independently determine effective sales methods.
• Operate with recognized authority on relevant subject matter knowledge, including technologies, theories, and techniques.
• Provide mentoring and guidance to lower-level employees and lead large, cross-division functional teams on projects affecting the organization's long-term goals.

Qualifications & Experience

• Bachelor's degree required; advanced degree or MBA preferred.
• 12 or more years of relevant sales experience.
• 5 or more years in commercial account management.
• Expertise in products such as computers, printers, servers, storage, and related industry experience.
• Recognized as a sales strategy expert and mentor.

Skills & Competencies

• Ability to motivate partners and manage complex sales negotiations.
• Strong time management, presentation, and relationship-building skills, especially with high-level executives.
• Skilled in financial and value-based selling with extensive partner engagement experience.
• Knowledge of industry trends, company solutions, and ability to translate customer business issues into HPE solutions.
• Competitive selling skills and ability to sell across multiple platforms and specialties.
• Proficiency in managing end-to-end sales processes for large, complex deals.

Additional Information

Work Arrangement

Hybrid role with an average requirement of 2 days per week from an HPE office. Accounts may be managed remotely, with focus on work occurring outside HPE offices.

Support & Resources

You will be supported primarily by presales and inside sales resources.

What We Offer

Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing for you and your loved ones.

Personal & Professional Development: Investment in your career growth with specific programs tailored to help you reach any career goals, whether becoming a knowledge expert in your field or applying your skills to another division.

Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We have flexibility to manage work and personal needs.

Equal Opportunity

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. All decisions are made on the basis of qualifications, merit, and business need. 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.