HPE Aruba Global Major Accounts Manager

HPE Aruba Global Major Accounts Manager
This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.
Who We Are:
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 know diverse 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.
Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility and the IoT to transform businesses with the combined power of compute, context, control and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future.
We currently have an immediate opening for a Global Account Manager in Chicago, IL. Driving proactive campaigns to build a pipeline, the Global Account Manager uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. This role will have two to five named accounts allocated, cover a designated geography, and/or may be allocated to several high-potential, competitive attack accounts. These accounts will be among the largest Fortune 500 Aruba customers, and acquisition targets. This role will cover among some the largest Aruba accounts in the geography.
About the Position:

• Develop long term sales pipeline to increase the company's market share in specialized area
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
• Provide support to the Account managers
• Set direction for business development and solution replication
• Create and grow reference customers
• Sell complex products or solutions to customers on a partnership basis
• Act as a dedicated resource to a few strategic accounts
• Responsible for selling small outsourcing deals
• Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals
• Establish a professional, working, and consultative, relationship with the client, 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
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
• Expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
• Maintain broad market and competitor knowledge to ensure credibility with Customer Executives

About you:

• Bachelor's degree; MBA preferred
• 15 + years of sales and/or management experience that have had the overall achievement of goals progressively higher over time. Have a diversity of industry vertical business customers, and highest-level executive customer interfaces in the Fortune and Global 500, and the partner ecosystem.
• 5 years of project management experience on large networking projects, knowledge of the services sales motion and outsourcing.
• 5+ years of Global account manager experience at a major networking vendor; Cisco, Juniper, and similar.
• Deep knowledge of APs, closet switching, aggregation, and data center architectures. Deep knowledge of network access and security cloud software. SD-Wan and telecom knowledge also needed.

Knowledge and Skills:

• Considered a master in knowledge of products, solution, or service offerings as well as competitor's offerings to be able to sell large, complex solutions
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
• Use expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution
• In-depth knowledge of client's business, organizational structure, business processes and financial structure
• Considerable knowledge of the customer's infrastructure and architecture
• Demonstrate leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating, and closing deals
• Drive full portfolio including hardware, software and services needed for the customer's requirements
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client

What we can offer you:
Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world's most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.
If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.
Join us and make your mark!
Find out more about us and follow us on:
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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Additional Skills:
What We Can Offer You:
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.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job:
Sales
Job Level:
Master
States with Pay Range Requirement
The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.
Annual Salary: $198,600.00 - $446,500.00
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO F/M/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.