Global & Major Account Manager - HPE Networking (Pennsylvania) 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 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: We are hiring a Global & Major Account Manager to aggressively grow a focused set of high-value accounts, while expanding into a subset of existing accounts. This role is for a seller who knows how to build strategic, large account management programs, break into complex organizations, build executive relationships/urgency, and close large, multi-solution deals. You own the strategy, the relationships, the pursuit, and the number. This is a US, telework position based in the Pennsylvania. What You’ll Drive - Hunt, penetrate, and expand select Global/Major accounts with high growth potential. - Create and execute bold, strategic account attack plans tied to customer business priorities. - Generate pipeline through proactive executive outreach and opportunity creation. - Lead complex pursuits across HPE Networking and adjacent solutions. - Sell at the CxO and senior IT level with a business-outcome narrative. - Orchestrate technical, partner, and executive resources to win competitive deals. - Build partner leverage to accelerate access, scale, and close rates. - Maintain strong forecast discipline and consistent over-quota performance. Who You Are - 10+ years winning large enterprise technology deals. - Proven strategic seller, with a track record of net-new logos as well as major account management and expansion. - Strong in complex, multi-stakeholder sales cycles. - Comfortable leading with business value, not product features. - Experienced in IT infrastructure, networking, or security sales (preferred). - Skilled at executive engagement, negotiation, and competitive displacement. - Thrive in high-accountability, high-reward environments. What Success Looks Like - Large, multi-solution deals closed. - New logos landed - Major competitive takeouts. - Deep executive relationships built. - Pipeline creation consistently ahead of target. - Strategic teamwork and collaboration across HPE BUs 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. - 6+ years enterprise/major/global account management experience. - Highly experienced in product specialty (Networking, Security, Cloud, SaaS). #LI-Remote Additional Skills: Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more} 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. 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. Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedstates #networking, #sales Job: SalesJob Level: Master "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 216,000 - 507,000 in Pennsylvania This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%." Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html 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. Please click here: Equal Employment Opportunity. 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. No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.

• Develop and execute comprehensive account plans aligned with customer needs and Heraeus Medevio’s strategic objectives • Drive revenue expansion through upselling, cross-selling, and identifying new business opportunities within existing accounts • Serve as the primary relationship manager for strategic accounts, building trust and long-term partnerships with key decision-makers and influencers • Act as the global escalation point for customer issues, scope changes, and quality concerns, ensuring timely resolution and customer satisfaction • Maintain deep knowledge of customer roadmaps, industry trends, and competitive landscape to proactively propose strategic solutions that will result in generation of new business • Lead contract negotiations and renewals, including MSAs and pricing strategies, to maximize profitability while maintaining competitiveness • Monitor account performance, maintain accurate forecasts, and update CRM systems (e.g., Salesforce) to ensure transparency and alignment • Build and maintain a robust sales pipeline within existing accounts, ensuring strategic foresight and growth planning • Partner with internal teams (e.g., Portfolio Management, R&D, Operations, Marketing) to deliver tailored solutions and ensure seamless execution • Collaborate with internal stakeholders to resolve complex issues and enhance customer experience and loyalty • Provide guidance to Account Management and Customer Support teams, mentor junior commercial team members, and support portfolio prioritization efforts

Role Description This role is for the Personal Risk Middle Market Team of our PCG Group. The Account Executive interacts with clients on a day-to-day basis while developing and maintaining relationships with both client and carrier representatives. You will prepare applications, specifications and marketing strategy for new business as well as the renewals of assigned clients with some degree of supervision and approval from senior staff. In this role, you will take on the role of lead consultant and primary point of contact for assigned clients. You will have revenue goals and/or client retention targets. You should have experience managing a book at/close to 1.7M in premium; total accounts in this BOB is approx 550 clients with growth expectations. This is a full-time remote role working an EST schedule, M-F, 8:30-5:00 with flexibility. - Negotiates terms, conditions, coverage limits and pricing with carriers and wholesalers. - Responsible for accurate information such as updated exposures, driver information, reporting forms, signed endorsements and miscellaneous information to avoid any E&O claims. - Maintains a follow-up system to ensure policies, endorsements and other information is received to comply with requests. - Build and maintain strong relationships with carriers, and clients through regular contact and client visits. - Keep clients apprised of appropriate industry trends and events, including all state and federal regulatory issues. Qualifications - Must have Personal Lines and High Net Worth/Private Client Group (PCG) client coverage experience. - P&C Account/Client Management experience with a retail brokerage or independent agency. - Familiarity with major markets, such as Travelers, Hanover, Plymouth Rock. - Highly professional and self-motivated. - Excellent verbal and interpersonal skills with the ability to communicate with clients, colleagues, and carriers. - Proficiency in Outlook, Word, and Excel. - Excellent written communication skills. - Self-confident to make sound independent decisions. - Possess technical expertise plus solid analytical and problem-solving skills. - Strong leadership skills and negotiation skills. - Strong attention to detail, decision making skills and problem resolution. Requirements - A bachelor’s degree is preferred. HS Diploma or GED is required with additional learning/certifications. - Ideally, more than 5 years of Personal Lines industry and product line experience with extensive High Net Worth Account/Client Management experience. - Experience with an agency management system/CRM is required. - Fluency with Epic is highly desired. - A combination of experience, education with internships will be considered. Certificates, Licenses, Registration - P&C Insurance License required upon hire. - CIC, CPCU or other P&C designation a plus. Benefits - Competitive salary. - PTO & paid holidays. - 401(k) with match. - Exclusive discount programs. - Health & wellness programs. - Performance-based incentives.

• Build and maintain client relationships • Turn commercial leads into closed deals • Keep adequate use of CRM tools and commercial processes • Understand and keep up to date with industry and competitive landscape knowledge • Prospecting new clients • Collaborate with the strategic plan • Pipeline generation in target accounts