Enterprise Account Manager - Northeast Job at Hewlett Packard Enterprise

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 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
When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them
Independently builds a compelling business value framework for the customer
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
Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account
Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance
Significantly contributes to internal reviews connected to deals and sales planning
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 short, mid, and long term success
Proactively leads early engagements
Accountable for deal closure
Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline
Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners
Knowingly invests in maintaining and developing 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 including the C-level when necessary
Proactively defines an effective engagement model with the customer's key influencers and decision makers
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
Works with the Partner Business Manager to assess and update the partner strategy 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
Mentors others within HPE
Actively builds, develops and leads the extended account team
Runs a comprehensive governance with the extended team and empowers the 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
Actively works with relevant managers to provide development opportunities for extended team members
Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience
Fully utilizes the entire set of HPE tools and processes for customer advocacy
Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty
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
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 10+ years account management experience
Experience in IT industry
Experience working as an IT leader, within an IT department, and/or working within customers is a plus
Experience in selling to Enterprise level accounts required
(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

Nice to have

Vertical/Industry Knowledge Preferred
Consulting
Operational Excellence
Business Acumen
Influencing and Negotiating
Two-way communication
Network/Relationship Building
Team Leadership
HPE Portfolio Knowledge
IT Industry Acumen
Continuous Learning
Sales Execution
Strategic Planning
Drives Results

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Enterprise Account Manager - Northeast

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