Account Manager - Hewlett Packard Enterprise

Account Manager

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

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:

• Articulates a twoway connection between the customers core KPIs business priorities and initiatives and the plan to support the customer with IT solutions. Influences the decisionmaking of customer executives through describing the value of HPEs solutions and their relevance to the customers priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business. When appropriate understands the innovation agenda and digital journey of the customer and provides input into them. Builds a business value framework for the customer.
• Builds and executes a plan to drive growth and profitability across HPEs portfolio in a structured and recurring way. Drives growth in HPEs strategic value portfolio through positioning these solutions with the customer. Formulates and presents technology choices for the customer that will expand HPEs presence and margin in the account. Leverages HPE programs and tools (e.g. Executive Sponsors BU deal support and supply chain programs) to improve business performance. Contributes to internal reviews connected to deals and sales planning.
• Engages with the customer to identify opportunities. Translates customers business challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the account involving account team members as appropriate. Identifies and develops opportunities for short and midterm success. Proactively leads early engagements. Accountable for deal closure. Ensures ownership throughout the team for the deals in the pipeline. Drives deals to closure through a multidisciplinary team including partners.
• Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organizations functioning. Builds influential relationships with executives. Defines an effective engagement model with the customers key influencers and decision makers.
• Develops and maintains a view of the partner landscape in the account. Develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account.
• Develops and updates expertise in IT technology. Engages as appropriate with the customers CTO/CIO. Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate. Describes HPEs portfolio and references its use in other customers.
• Builds develops and leads the extended account team. Runs a governance with the extended team and empowers account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools processes and resources to assure customer satisfaction and loyalty.
• Develops and executes a comprehensive account business plan for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.

Education and Experience:

• University or Bachelors Degree preferred or equivalent experience. Engineering or technology education advanced degree or MBA desired.
• Typically 610 years account management experience.
• Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.
• Experience in vertical industry preferred.
• Experience in different sales roles is a plus.

Knowledge and Skills:

• Drives Results: Shows strong will to win is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Able to skillfully articulate a vision for the future and a path to achieve it in an account business plan aligned with the HPE strategy direct leadership and the HPE business units.
• Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
• Continuous Learning: Continuously and actively pursues own learning.
• IT Industry Acumen: Builds and maintains thorough knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products solutions and service offerings their value propositions competitive differentiators and benefits to our customers and our customers customers.
• Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Skilled at creating strong professional relationships; understands and leverages the value of networks and collaboration.
• Twoway communication: Able to listen actively to understand the perspectives of others and to articulate value propositions plans and proposals in language relevant to the customer partner or internal stakeholder.
• Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
• Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has a thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
• Operational Excellence: Able to show predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations even if under pressure.
• Vertical/Industry Knowledge Preferred: Understands the customers industry landscape enterprise architecture and partner and influencer ecosystem and is able to use this knowledge to build and advise the customer on its digital journey plan.
• Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPEs portfolio.

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Accountability Accountability Active Learning (Inactive) Active Listening Assertiveness Bias Building Rapport Buyer Personas Coaching Complex Sales Creativity Critical Thinking CrossFunctional Teamwork Customer Experience Strategy Customer Interactions Design Thinking Empathy Financial Acumen FollowThrough 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.

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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.

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Job:

Sales

Job Level:

Expert

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