Major Accounts Manager Abu Dhabi

Role Overview

Major Accounts Manager at Hewlett Packard Enterprise in Abu Dhabi. This is a hybrid role requiring an average of 2 days per week on-site 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.

Role Purpose

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

Key Responsibilities

Pipeline & Opportunity Development

• Own creation and driving of 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.
• Establish a professional working relationship, up to the executive level, with the client.
• Maintain expertise of industry trends, associated solutions, and key partner and ISV solutions.

Strategic Positioning & Competitive Knowledge

• Maintain knowledge of competitors in account to strategically position the company's products and services better.
• Understand how to leverage the company's portfolio and change the playing field on competitors.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.

Sales Support & Collaboration

• 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.
• Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.

Solution & Service Expertise

• Some specialists also responsible for selling outsourcing deals.
• Understand and sell high value software solutions.
• Understand selling of services sales.
• Leverage services as part of strategic product sales.

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.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Demonstrable experience and relationships with major commercial and public sector accounts in Abu Dhabi with a successful track record in selling networking and security solutions.
• 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.
• Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
• Clear and demonstrable understanding of LAN, WLAN, WAN, Firewall, SASE and other relevant solutions, technologies and concepts.
• Understand and apply program and 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.
• 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.
• Utilize Siebel as an expert and accurately forecast business.
• Maintain expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Additional Information

Work Arrangement

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

Benefits

• Comprehensive suite of health and wellbeing benefits supporting physical, financial and emotional wellbeing.
• Personal and professional development programs catered to helping you reach career goals, whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional inclusion in the way we work and celebrate individual uniqueness.
• Flexibility to manage work and personal needs.

Equal Opportunity

• HPE is an Equal Employment Opportunity, Veterans, Disabled, and LGBT employer.
• We do not discriminate on the basis of race, gender, or any other protected category, and 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 for employment qualified applicants with criminal histories.