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Hewlett Packard Enterprise Logo Hewlett Packard Enterprise · Sales

Account Manager

Malaysia, Kuala Lumpur · Job Posted April 16, 2026
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Job Description

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s 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 HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

Job Responsibility

  • 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 through describing the value of HPE's solutions
  • Positions HPE strategy and solutions
  • Builds a business value framework for the customer
  • Builds and executes a plan to drive growth and profitability across HPE's portfolio
  • Drives growth in HPE's strategic value portfolio
  • Formulates and presents technology choices for the customer
  • Leverages HPE programs and tools 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
  • Identifies and develops opportunities for short and mid-term 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 multi-disciplinary team, including partners
  • Develops and maintains a professional relationship network within the customer
  • Builds influential relationships with executives
  • Defines an effective engagement model with the customer's 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 customer's CTO/CIO
  • Articulates relevant modern trends in IT and presents them to executives
  • Describes HPE's 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

Requirements

  • University or Bachelor’s Degree preferred, or equivalent experience
  • Engineering or technology education, advanced degree or MBA desired
  • Typically 6-10+ 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
  • Drives Results
  • Strategic Planning
  • Sales Execution
  • Continuous Learning
  • IT Industry Acumen
  • HPE Portfolio Knowledge
  • Team Leadership
  • Network/Relationship Building
  • Two-way communication
  • Influencing and Negotiating
  • Business Acumen
  • Operational Excellence
  • Integrity
  • Vertical/Industry Knowledge Preferred
  • Consulting

Nice to have

  • Experience working within an IT department and/or working within customers
  • Experience in vertical industry
  • Experience in different sales roles
  • Vertical/Industry Knowledge

What we offer

  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion
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