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.

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:

   

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

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 &