
Hewlett Packard Enterprise (HPE) MENA
Major Accounts Manager - Hospitality UAE
- Permanent
- Dubai, United Arab Emirates
- Experience 5 - 10 yrs
Job expiry date: 13/03/2026
Job overview
Date posted
28/01/2026
Location
Dubai, United Arab Emirates
Salary
AED 30,000 - 40,000 per month
Compensation
Comprehensive package
Job description
The Major Accounts Manager – Hospitality UAE role at Hewlett Packard Enterprise is a senior, expert-level sales position based in Dubai, operating in a hybrid work model with an expectation of working from an HPE office two days per week. The role focuses on leading sales pursuits within assigned hospitality and entertainment segments, driving proactive campaigns to build and manage a robust sales pipeline, and owning named accounts or designated geographies. The position applies advanced hospitality domain expertise, IT solution knowledge, and competitive intelligence to prospect, qualify, negotiate, and close complex, high-value opportunities involving products, services, software, and outsourcing deals. The role requires deep understanding of hospitality industry needs, IT environments, CIO priorities, and budget structures, and leverages HPE’s edge-to-cloud portfolio to articulate differentiated business value. The Major Accounts Manager works closely with global and regional hospitality teams, account managers, functional project teams, and external partners to execute local strategies, ensure seamless sales integration, and drive awareness, pipeline growth, and deal closure. The role frequently represents HPE to external customers up to C-level executives, exercises significant independent judgment, contributes to process improvements and policy establishment, and may lead project management activities for complex sales engagements across mid-to-large, potentially international or global accounts.
Required skills
Key responsibilities
- Create, manage, and drive a proactive sales pipeline within assigned hospitality and entertainment accounts and segments
- Capture leads outside of specialization and ensure closed-loop lead management for assignment and follow-up
- Maintain detailed knowledge of competitor offerings within accounts to strategically position HPE products and services
- Identify, expand, and enhance new and existing sales opportunities to build pipeline and drive pursuits
- Support Account Managers with business development input and solution expertise
- Develop quota objectives and define future direction for assigned product categories
- Sell products, software solutions, services, and outsourcing deals where applicable
- Establish and maintain consultative, professional relationships with customers up to C-level executives
- Collaborate with and leverage external partners to deliver complex sales
- Direct and coordinate supporting sales activities and cross-functional pursuit resources
- Grow contractual renewals for mid-to-large, complex accounts where services consulting applies
- Utilize Siebel accurately for account management and revenue forecasting
- Maintain expertise in industry trends, IT environments, partner solutions, and competitive positioning
Experience & skills
- University or Bachelor’s degree or directly related previous work experience
- Mandatory hospitality sales experience of more than 7 years with top global and local operators
- Typically 8–12 years of advanced sales experience within the hospitality industry
- Demonstrated achievement of progressively higher sales quotas and complex customer interfaces
- Extensive selling experience within the hospitality industry and on similar IT products and solutions
- Minimum of 5 years of product sales experience in the desired specialty
- Strong project management skills applied to complex sales pursuits
- Expert knowledge of products, solutions, services, and competitor offerings
- Proven ability to sell high-value software solutions and services
- Strong account planning, revenue forecasting, and consultative selling capabilities