Enterprise Account Manager

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

 

 

Job Description:

   

Job Family Definition:

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.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

 

Responsibilities:
Client/Account Relationship

• Builds strong professional working C-level relationships with the client.
• Establishes a high level of personal credibility with key client executives.
• Leverages executive sponsors and other company resources to strengthen company’s relationship and credibility with client influencers and decision makers.
• Researches and understands the client’s industry.
• Deeply understands client business strategies and challenges.
• Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
• Advances opportunities that result in profitable revenue growth for the company.
• Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
• Leverages existing engagements and run-rate business to seed and grow new opportunities.
• Advocates for client needs during sales cycle and in addressing any delivery issues.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

 

Business Management

• Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company’s presence and share in the account over a 1-3 year time horizon.
• Actively drives ABP results through effective account management and reviews.
• Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
• Manages a balanced pipeline representing all of the businesses being pursued.
• Engages in the Relationship Assessment Program (RAP) where possible.
• Implements TCE initiatives that improve the customer loyalty index.
• Identifies, nurtures, and closes new solution opportunities that result in substantial growth in company share, revenues, and margin.
• Represents the entire company portfolio of products and services.
• Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).
• Proactively protects the company’s position and claims company leadership positions in strategic and emerging solution areas.
• Engages partners effectively to improve win rates and delivery of selected deals.
• Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
• Participates in/drives account Team Management.
• Orchestrates all the company’s resources and sponsorship essential for executing the account business plan.
• Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
• Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
• Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for the company.
• Engages company sales specialists, channel and alliance partners to fully leverage the company’s portfolio.
• Proactively engages partners to define and pursue joint growth opportunities with the account.
• Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
• Drives the account internationally/Globally.

 

Education and Experience Required:

• Same as previous plus.
• Typically 8-12 years account management experience.

 

Knowledge and Skills:
Account/Business Development

• Uses consultative, solution selling and business development skills at the CXO level to align the client’s business needs with the company’s solutions.
• Builds strong CXO level relationships, especially working with executives in lines of business.
• Negotiates at the CXO level.
• Adept at advanced sales negotiations and positioning.
• solution value under pricing pressures from customer IT and procurement professionals. – proactive presentation of value solutions.
• Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
• Submits timely and accurate forecasts and continually coaches team to do same.
• Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
• Demonstrates strong presentation and communication skills at the executive level.
• Manages end-to-end sales processes in large deals.
• Adheres to SBC and company’s code of ethics.

 

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Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}

 

 

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

 

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

 

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.