Enterprise Account Manager Sales BFSI Job at Hewlett Packard Enterprise (Chennai)

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

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Enterprise Account Manager Sales BFSI

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