Account Manager - Top Accounts

Account Manager - Top Accounts

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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 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:

   

Responsibilities

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
• Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities.
• Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
• Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
• Translates customers' business challenges and goals into IT opportunities in a compelling way.
• Proactively ensures a strong and rightsized pipeline funnel from the account team. Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate. Identifies and develops high value opportunities for long term success.
• Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.
• Develops and maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the account.
• Constantly develops and updates expertise in IT technology. Engages effectively with the customer's CTO/CIO.
• Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate. Describes portfolio pieces in detail and references their use in other customers.
• Fully owns the development and execution of a comprehensive account business plan for defined accounts. Leads the collective effort to build and maintain both strategic and tactical elements of the plan.

​Education and Experience

• University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
• Typically 10+ years account management experience.
• Extraordinarily strong track record of account management and sales performance.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Knowledge and Skills

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating 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.
• IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
• Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the