Enterprise Account Manager- Major Accounts Dubai

Role Overview

Enterprise Account Manager – Major Accounts, Dubai. HPE (Hewlett Packard Enterprise). United Arab Emirates.

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.

Role Purpose

Serve as the overall account lead and single point of contact for numerous large named accounts in an assigned geographic territory or industry. Understand clients' key business and IT challenges, drive value for the client, and maximize revenue and margin for the company. Specialize in value or volume specialties (computers, servers, storage, services, printers) with focus on growing base business, complex solutions, and new business opportunities.

Key Responsibilities

Account Leadership & Strategy

• Develop and execute account plans to grow market share, focusing on large deals and value/volume management.
• Collaborate with management on future business strategies and independently determine sales methods.
• Develop business plans with clients and analyze industry and competitive data for strategic dialogue.
• Act as an interface for international accounts and coordinate supply chain options based on customer needs.

Client Relationships & Engagement

• Leverage external partners and build relationships with IT and business executives, including C-level executives.
• Use consultative selling to identify opportunities and ensure ongoing revenue growth.
• Maintain high customer loyalty, advocate for client needs, and negotiate solutions.
• Gather references and implement margin recovery strategies.

Sales Management & Pipeline

• Manage and forecast account activity, build a sales pipeline, and generate new business.
• Achieve sales quotas and margin targets.
• Document opportunities in pipeline tools.
• Proficiently manage end-to-end sales processes for large, complex deals.

Partner & Executive Leadership

• Motivate partners and manage complex sales negotiations.
• Provide mentoring and guidance to lower-level employees.
• Lead large, cross-division functional teams or projects that affect the organization's long-term goals and objectives.
• Participate in cross-division, multi-function teams as needed.

Qualifications & Experience

• Bachelor's degree required; advanced degree or MBA preferred.
• 12+ years of relevant sales experience.
• 5+ 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 solutions.
• Competitive selling skills and ability to sell across platforms and specialties.
• Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories, and techniques.
• Ability to operate in complex disciplines and provide highly innovative solutions.
• Routinely exercise independent judgment in developing methods, techniques, and criteria for achieving objectives.
• Develop strategy and set functional policy and direction.

Additional Information

Work Arrangement

• Hybrid role with a requirement to work on average 2 days per week from an HPE office.
• Accounts may be managed remotely.
• These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Benefits

• Comprehensive suite of health and wellbeing benefits supporting physical, financial, and emotional wellbeing for team members and their loved ones.
• Personal and professional development programs catered to helping reach career goals, whether becoming a knowledge expert in your field or applying skills to another division.
• Flexibility to manage work and personal needs in an unconditionally inclusive environment.

Equal Opportunity

• HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer.
• HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.