Senior Account Manager HPE Networking

Job Description:

We are looking for an experienced and innovative Senior Account Manager to lead, grow and develop one or several strategic Telco/Service Provider customers in the Nordics region. This Senior Account Manager will lead all aspects of the evolution of the Telco/Service Provider accounts across his/her territory and be responsible for all revenue transactions, across all HPE Networking infrastructure solutions, working closely and having existing contacts with top executives in those accounts. The successful candidate will have a proven track record leading Nordics Telco/Service Provider accounts business and be able to effectively connect with key stakeholders, executing multiple priorities simultaneously.

The role will be located in Norway, preferably in Oslo area, and will report to HPE Networking Sales Director SP Nordics.

Responsibilities:

• Sell HPEN products and solutions to, through and with your Telco/Service Provider accounts. This will involve close interworking with both the customer and HPEN sales channels, and the wider account team across his/her region.

• Position end-to-end solutions and articulate HPEN strategies to senior management in the accounts.

• Develops account plans and long-term sales pipeline to increase the HPEN market share.

• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HPEN products and solutions.

• Works with management to develop future business plans; independently determines methods for achieving plans.

• Extensive time spent working with and leveraging a diverse set of external partners.

• Builds strong professional relationships with key IT and business executives, including C level Executives.

• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.

• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.

• Analyzes Telco/Service Provider industry and competitive research and information to facilitate rich client dialogue.

• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.

• Directs and coordinates all activity on account(s).

• Focuses on generating new business and builds, monitors and manages sales pipeline activity.

• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

• Enters all opportunities in pipeline tool and updates them weekly

• Builds a list of customers willing to be a reference in person or print.

• Ability to implement margin recovery activities/strategies.

• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.

• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

• University or Bachelor's degree; Advanced degree or MBA preferred.

• Prior selling experience includes multiple, diverse set of selling responsibilities.

• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.

• Typically 12+ years of experience as referenced above.

• 5 years commercial account management experience.

• Highly experienced in product specialty (networking).

• Experience in related industry.

Knowledge and Skills:

• Broad-based technological awareness, complemented by knowledge of networking solutions, routing, switching and security concepts/products within the Telco/Service Provider networking arena.

• Experience working with a Telco/Service Provider customers, in the Nordics; either as an employee or a vendor partner would be preferable.

• A proven track record of success (5+ years) selling to and through large, complex, service providers.

• 5+ years’ experience developing sales strategies, preparing proposals, and presenting networking, security, or related high-tech solutions.

• Demonstrable strong communication, presentation, negotiation and closing skills and using a win/win philosophy.

• The ability to articulate success record and define how a vendor can make a difference.

• Relationship management skills that translate into identifying decision-makers and influencers.

• Must have the ability to work autonomously, be self-motivated and a strong team player.

• Languages: native level or fluency in Norwegian and English languages

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 also invest in your career because the better you are, the better we all are. We have 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 know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

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.

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