Enterprise Account Manager Navy & United States Marine Corps Job at Hewlett Packard Enterprise (All)

Job Description

Manages several larger US Navy/Marine Corps accounts. 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 accounts. Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts. 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

Manages several larger US Navy/Marine Corps accounts
Understands the customer’s IT and business objectives, priorities, requirements and challenges
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 accounts
Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts
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
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 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
When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them
Builds a business value framework for the customer
Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way
Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer
Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account
Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) 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, involving account team members as appropriate
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 to maximize efficiency and effectiveness for HPE
Understands and leverages the underlying principles for the customer organization's functioning
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 within the customer when appropriate
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

6+ years account management experience
5+ Years of military experience with the US Navy/Marine Corps or selling to the US Navy/Marine Corps
Secret security clearance is required
TS is preferred
Experience in IT industry preferred
Experience working within an IT department and/or working within customers is a plus
5+ years of experience dealing with Federal funding and contracting processes
University or Bachelor’s Degree preferred, or equivalent experience
Engineering or technology education, advanced degree or MBA desired
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 in IT industry
Experience working within an IT department and/or working within customers
Vertical/Industry Knowledge Preferred

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Personal & Professional Development
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Enterprise Account Manager Navy & United States Marine Corps

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