Account Manager, Hewlett Packard Enterprise

Hewlett Packard Enterprise

Location:
Italy, Cernusco sul Navigli

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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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; 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; 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; Orchestrates, engages, guides, and provides feedback to the extended account team members; Acts as the customer’s advocate inside HPE; Plans for accounts to deliver results through the financial year and beyond.

Job Responsibility:

Develops a connection between the customer's business priorities and the plan to support those with HPE's portfolio, leveraging internal resources and support
Influences the customer's decision makers through describing the value of HPE's solutions and their relevance to the customer's priorities
Builds and executes a basic plan to drive growth and profitability, based on an intermediate-level understanding of the differentiation of higher value products and services
Leverages HPE programs and tools (e.g., Executive Sponsors, BU deal support, and supply chain programs) to improve business performance
Engages with the customer to identify opportunities
Translates customers' business challenges and goals into IT opportunities
Identifies and develops opportunities for short and mid-term success
Accountable for deal closure
Drives deals to closure through a multi-disciplinary team, including partners
Develops and maintains an ad hoc professional network within the customer
Articulates the customer's decision making process and defines a basic engagement model
Develops a basic overview of the partner landscape in relation to the account
Works with the HPE Partner Business Managers to assess and update the partner strategy for the account
Develops and updates knowledge of information technology and HPE's portfolio
Articulates relevant modern trends in IT
Maintains tactical relationships and runs a simple governance with extended account team members
Provides feedback when requested
Utilizes HPE tools and processes for intermediate-level customer advocacy
Builds and executes basic account business plans for defined accounts, focused on tactical plans within the fiscal year
Shares and aligns the plan with relevant account stakeholders.

Requirements:

University or Bachelor's Degree preferred or equivalent experience
Engineering or technology education is a plus
Typically 2-5+ years sales experience
Experience in IT industry preferred
Experience working within IT department and/or within customers is a plus
Experience in vertical industry preferred
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation
Strategic Planning: Possesses sales planning skills
Sales Execution: Able to deliver on short term sales engagements and objectives
Continuous Learning: Continuously and actively pursues own learning
IT Industry Acumen: Builds and maintains knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers
HPE Portfolio Knowledge: Builds and continually updates an understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers
Team Leadership: Develops expertise in leading teams (including dispersed and indirect team members) through sales engagements
Network/Relationship Building: Able to create professional relationships
understands and leverages the value of collaboration
Two-way 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 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 an understanding of general business concepts and the economy
Able to understand financial reports and make relevant conclusions for planning
Operational Excellence: Shows predictability and operational excellence both internally and externally
Integrity: Acts with integrity even if under pressure.

Nice to have:

Engineering or technology education
Experience working within IT department and/or within customers
Experience in vertical industry
Strategic planning skills
Continual learning habits
Advanced network/relationship building skills.

What we offer:

Health and wellbeing benefits
Comprehensive suite of benefits for physical, financial, and emotional wellbeing
Personal and professional development programs
Unconditional inclusion and support for individual uniqueness
Flexibility to manage work and personal needs.

Additional Information:

Job Posted:
July 30, 2025

Employment Type:

Fulltime

Work Type:

Hybrid work

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Account Manager