Enterprise Account Manager - Hewlett Packard Enterprise
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Job Description
This role has been designed as Hybrid with an expectation that you will work on average 23 days per week from an HPE office.
Who We Are:
Hewlett Packard Enterprise is the global edgetocloud 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 todays complex world. Our culture thrives on finding new and better ways to accelerate whats next. We know diverse 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:
Job Family Definition:
Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customers IT and business objectives priorities requirements and challenges and adds value by implementing HPEs strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPEs presence in the account. Constantly develops information technology industry knowledge to position HPEs portfolio in the account. Orchestrates engages guides and provides feedback to the extended account team members. Acts as customers advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
Management Level Definition:
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an indepth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in crossfunctional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
Responsibilities:
Client/Account Relationship
- Builds strong professional working Clevel relationships with the client.
- Establishes a high level of personal credibility with key client executives.
- Leverages executive sponsors and other company resources to strengthen companys relationship and credibility with client influencers and decision makers.
- Researches and understands the clients industry.
- Deeply understands client business strategies and challenges.
- Acts as a trusted advisor to client leaders aggressively shapes deals early in the sales cycle.
- Advances opportunities that result in profitable revenue growth for the company.
- Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities and positioning relative to competitors.
- Leverages existing engagements and runrate business to seed and grow new opportunities.
- Advocates for client needs during sales cycle and in addressing any delivery issues.
- Maintains highlevel of customer loyalty and builds trust and integrity as indicated in company conducted surveys and reports.
Business Management
- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the companys presence and share in the account over a 13 year time horizon.
- Actively drives ABP results through effective account management and reviews.
- Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
- Manages a balanced pipeline representing all of the businesses being pursued.
- Engages in the Relationship Assessment Program (RAP) where possible.
- Implements TCE initiatives that improve the customer loyalty index.
- Identifies nurtures and closes new solution opportunities that result in substantial growth in company share revenues and margin.
- Represents the entire company portfolio of products and services.
- Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).
- Proactively protects the companys position and claims company leadership positions in strategic and emerging solution areas.
- Engages partners effectively to improve win rates and delivery of selected deals.
- Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
- Participates in/drives account Team Management.
- Orchestrates all the companys resources and sponsorship essential for executing the account business plan.
- Engages and manages team members in presales sales specialists and inside sales to support complex deals.
- Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
- Proactively engages executive sponsors to build a strategic relationship and favorably positions longterm business opportunities for the company.
- Engages company sales specialists channel and alliance partners to fully leverage the companys portfolio.
- Proactively engages partners to define and pursue joint growth opportunities with the account.
- Interfaces with both internal and external industry experts to anticipate client needs drive industry mindshare and facilitate solution development.
- Drives the account internationally/Globally.
Education and Experience Required:
- Same as previous plus.
- Typically 812 years account management experience.
Knowledge and Skills:
Account/Business Development
- Uses consultative solution selling and business development skills at the CXO level to align the clients business needs with the companys solutions.
- Builds strong CXO level relationships especially working with executives in lines of business.
- Negotiates at the CXO level.
- Adept at advanced sales negotiations and positioning.
- solution value under pricing pressures from customer IT and procurement professionals. proactive presentation of value solutions.
- Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
- Submits timely and accurate forecasts and continually coaches team to do same.
- Identifies and effectively leads the account team to ensure coordinated efficient account management and accountability for achieving business results.
- Uses financialselling techniques with the client and company internal to position value and advance sales motions.
- Demonstrates strong presentation and communication skills at the executive level.
- Manages endtoend sales processes in large deals.
- Adheres to SBC and companys code of ethics.
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Additional Skills:
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.
Diversity Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.
Lets Stay Connected:
Follow @HPECareers on Instagram to see the latest on people culture and tech at HPE.
Job:
SalesJob Level:
Specialist
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds perspectives and skills. We do not discriminate and all decisions we make are made on the basis of qualifications merit and business need. Our goal is to be one global diverse 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 F/M/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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Employment Type
Full Time
