Major Accounts Manager Abu Dhabi

Role Overview

Major Accounts Manager at Hewlett Packard Enterprise (HPE), Abu Dhabi. This is a hybrid role requiring an average of 2 days per week in 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.

Role Purpose

Sales Specialists & Consultants are product, services, software or solution specialists responsible for leading pursuit in assigned focus areas. You will drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities, and may have named accounts allocated, cover a designated geography, or be allocated to one high-potential, competitive attack account.

Key Responsibilities

Pipeline & Business Development

• Create and drive your sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Develop quota objectives and future direction for defined product category.
• Directs or coordinates supporting sales activities.

Account & Relationship Management

• Establish a professional, working, and consultative relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
• Cultivate and maintain positive relationships with customers to ensure account retention and growth, and position the company as the preferred vendor for meeting all business needs.
• Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.

Competitive Positioning & Market Knowledge

• Maintain knowledge of competitors in account to strategically position the company's products and services better.
• Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
• Understand how to leverage the company's portfolio and change the playing field on our competitors.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintain expertise on IT at all levels—new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Sales & Solution Support

• Provide support to Account Managers and provide input regarding business development and solution expertise.
• May invest time working with and leveraging external partners to deliver sale.
• Sell high value software solutions.
• Understand and sell services sales.
• Leverage services as part of strategic product sales.
• Some specialists also responsible for selling outsourcing deals.

Qualifications & Experience

• University or Bachelor's degree or directly related previous work experience.
• Typically 8–12 years of advanced sales experience.
• 6+ years of product sales in the desired specialty.
• Demonstrable experience and relationships with major commercial and public sector accounts in Abu Dhabi, with successful track record in selling networking and security solutions.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Project management skills required.

Skills & Competencies

• Expert knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Clear and demonstrable understanding of LAN, WLAN, WAN, Firewall, SASE and other relevant solutions, technologies and concepts.
• Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understand the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Expert use of Siebel and accurate forecasting of business.
• Demonstrate leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating and closing deals.
• Demonstrate high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Establish professional working relationships with clients up to executive level.

Additional Information

Work Arrangement

Hybrid role with requirement to work on average 2 days per week from an HPE office.

Benefits

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 invest in your career through 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 have the flexibility to manage our work and personal needs.

Job Classification

Job Family: Sales Specialists & Consultants

Job Level: Expert