Account Manager - Service Provider & AI

Account Manager - Service Provider & AI

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.

Job Description:

About the Role

This is not a traditional sales role. As an Commercial Account Manager in our Service Provider & AI Commercial team, you will be the primary point of contact for a focused portfolio of 250+- accounts across Tier 3 Service Providers, AI infrastructure companies, NeoCloud, and Sovereign AI builders.

You will operate in a fast-moving, technically complex segment — one where deal cycles are shorter than enterprise but the architecture conversations are deeper. You will be backed by a full extended team including dedicated SEs, PLM, Solution Sellers, AI Specialists, and a POC team in Amsterdam and the US.

What You Will Do

• Own and develop a focused portfolio of 250+-  SP and AI accounts across DACH

• Drive the full sales cycle — from lead qualification to close — for deals ranging from $10K to $1M+

• Build and execute account plans using MEDDIC/MEDPIC methodology, tracked in Salesforce and Gong

• Lead commercial conversations while coordinating extended team resources (SEs, PLM, Specialists, Partner Account Managers, POC) for larger pursuits

• Run a partner-led hunting motion with distributors and resellers — very different from traditional enterprise account coverage

• Engage executive sponsors and country managers on strategic AI and sovereign infrastructure deals

• Identify upsell and expansion opportunities within existing install base, including SMB bundles via SP channel

• Contribute to forecast accuracy with data-driven pipeline management and regular deal reviews

What We Are Looking For

Education & Experience

• Bachelor's degree or equivalent in IT, Business or a related field

• 3–5 years of relevant sales or account management experience, preferably in networking, telco, or cloud infrastructure

• Experience selling to or working within the Service Provider, ISP, or AI/cloud infrastructure segment is a strong advantage

Skills & Competencies

• Deep understanding of SP and cloud infrastructure — routing, switching, security, automation — and how these translate to business value

• Proven hunter mentality: comfortable identifying, qualifying and closing new logos alongside farming existing accounts

• Strong MEDDIC or equivalent sales methodology discipline

• Excellent ability to navigate complex, multi-stakeholder deals while maintaining commercial velocity

• Experience with Salesforce CRM and conversation intelligence tools (e.g. Gong)

• Able to lead technical conversations credibly without being the technical expert in the room

• Fluent in English; fluency in German or French will be an advantage

• Collaborative by nature — this is a team sport, and the extended team is a competitive advantage

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}

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.

Job:

Sales

Job Level:

Intermediate

    

    

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.