Director, AT&T Account Leader

Director, AT&T Account Leader

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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:

   

HPE Networking is seeking a Director, AT&T Account Leader to serve as the ”CEO” of the AT&T business for HPE Networking, setting strategy, leading execution, and orchestrating sales, technical, and services teams to drive growth and deepen the partnership with AT&T.

Drives negotiations with key customers. Builds strategic executive relationships externally with clients and internally within the company, partners with internal and external resources to develop best-in-class solutions for the customer. Manages the performance of the team, and grows and develops talent within the organization.

Responsibilities:

• Own end‑to‑end leadership of the AT&T account, including revenue, forecasting, and overall strategy for HPE Networking.
• Serve as the primary executive interface with AT&T and build senior‑level customer relationships.
• Directly lead a senior sales team; provide dotted‑line leadership to sales engineering and services teams.
• Set direction and operating rhythm across cross‑functional teams.
• Drive disciplined pipeline management and forecast accuracy.
• Develop and strengthen the team through coaching, succession planning, and performance management.

Requirements:

• Proven experience leading a large, complex account, ideally with AT&T.
• Demonstrated executive‑level customer engagement and credibility.
• 10+ years experience in sales leadership with accountability for revenue, pipeline, and forecast.
• Experience leading senior sales teams and influencing technical and services organizations.
• Track record of people development and team building.
• Ability to be locally present with the customer. 
• University or Bachelor's degree, advanced university or Master's degree preferred.

Knowledge and Skills:

• Strategic Sales Planning & Implementation - Provides input to the development of strategic sales plans that reflect the company's business strategy to advance market share/penetration and achieve profitable growth.
• Vertical Industry Acumen - Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning - Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management - Collaborates effectively with the company's BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• C-Level Partnering - Contributes to enduring executive relationships that establish the company's consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Acts as the escalation point for customer issues.
• Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.
• Solution Selling - Approaches selling from a business solution perspective to ensure that company products and services accurately address the client's true business need in terms of type, scope, level.
• Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of the company's products/services and how the businesses work together. Understands the balance sheet drivers of channel partners and balances with company requirements.
• Change Management - Acts as an advocate for innovation and change across the organization.
• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Global Presenc