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Account Manager

https://www.hpe.com/ Logo

Hewlett Packard Enterprise

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Location:
Italy, Cernusco sul Navigli

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Category:
Sales

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Contract Type:
Not provided

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Salary:

Not provided

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
Job Link Share:
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