Job Description
Manages virtually (via phone, email, and social platforms) a defined set of Small and Medium Business (SMB) accounts, including assigned and acquired customers. Builds, maintains, and forecasts a sales pipeline focused on SMB growth, and develops account plans aligned to SMB segmentation strategy. Works closely with distribution partners, managed resellers, and field sales teams to progress opportunities to closure. Actively generates and qualifies leads within the SMB segment to create new business opportunities. Sets and executes sales strategy for assigned SMB territory or account cluster.
Responsibilities
* Sells moderately complex networking and IT solutions for a defined set of SMB accounts based on account strategies and SMB growth plans; may partner with field sales or sell independently.
* Creates account plans for SMB accounts of medium complexity, incorporating segmentation and reseller engagement strategies.
* Generates, qualifies, and reviews new SMB leads to drive opportunities to closure; collaborates with distribution managers and resellers to ensure smooth transactions.
* Understands SMB client requirements and positions company solutions competitively to meet needs and drive retention and upsell strategy.
* Builds targeted SMB sales pipeline and forecasts data‑driven activities aligned to SMB KPIs.
Education And Experience Required
* Bachelor’s Degree or equivalent (preferably IT/Sales).
* 3–5 years of relevant SMB sales experience or equivalent.
Knowledge and Skills
* Proficient in SMB account management, acquisition, retention, and development.
* Strong understanding of company’s SMB-focused portfolio of products and services.
* Knowledge of IT and networking solutions tailored for SMB challenges.
* Excellent communication and negotiation skills for SMB decision‑makers.
* Ability to collaborate within a team and occasionally lead SMB-focused initiatives.
* Depending on role, may require hunter approach for new SMB acquisition or strategic “farmer” approach for SMB relationship selling.
* Proficient in CRM tools (e.g., Salesforce) for managing SMB relationships and associated data.
Job Level
Intermediate
Equal Employment Opportunity
HPE is an Equal Employment Opportunity, Veterans, Disabled, LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
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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