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Enterprise Account Manager Sales BFSI

https://www.hpe.com/ Logo

Hewlett Packard Enterprise

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Location:
India , Chennai

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Category:
Sales

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Contract Type:
Not provided

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Salary:

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Job Description:

Enterprise Account Manager Sales BFSI. This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office. Global Sales at HPE is about building the future. We are redefining what’s next and combining our legacy of innovation with a bold new goal to accelerate everything we do. Our sales organization is comprised of 10,000+ professionals in sales, presales, service, and support functions. Together with our partners, we deliver global, commercial, public sector & small/medium business customers throughout 11 geographies. We’re transforming businesses.

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 in such a way that the customer sees that HPE is critically important to their business
  • 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 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
  • 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
  • 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
  • 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
  • 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
  • Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience
  • 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

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: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation
  • Strategic Planning: Able to skillfully articulate a vision for the future and a path to achieve it in an account business plan
  • Sales Execution: Able to efficiently deliver on short term sales engagements and objectives
  • Continuous Learning: Continuously and actively pursues own learning
  • IT Industry Acumen: Builds and maintains thorough knowledge of cutting edge IT industry developments and technology trends
  • HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings
  • Team Leadership: Skilled at leading teams successfully through sales engagements in a complex matrix organization
  • Network/Relationship Building: Skilled at creating strong professional relationships
  • Two-way communication: Able to listen actively and to articulate value propositions
  • Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques
  • Business Acumen: Understands how different parts of a business interoperate to produce business outcomes
  • Operational Excellence: Able to show predictability and operational excellence both internally and externally
  • Integrity: Acts with integrity throughout complex situations even if under pressure
  • Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem
  • Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer

Nice to have:

  • 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
  • Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem
What we offer:
  • Health & Wellbeing: comprehensive suite of benefits that supports physical, financial and emotional wellbeing
  • Personal & Professional Development: specific programs catered to helping you reach any career goals
  • Unconditional Inclusion: unconditionally inclusive in the way we work and celebrate individual uniqueness

Additional Information:

Job Posted:
January 16, 2026

Work Type:
Hybrid work
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