Account Manager

  

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.

Who We Are:

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:

   

We are looking for Account Manager to join our team!

How you’ll make your mark:

Articulate 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. Position 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, understand the innovation agenda and digital journey of the customer, and contribute to them. Independently build a compelling business value framework for the customer. In order to create a transformational business value framework, industry knowledge is often essential.

Proactively build and execute a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Continuously accelerate growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulate and present technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverage HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Significantly contribute to internal reviews connected to deals and sales planning.

Actively engage with the customer to identify opportunities, starting from the higher levels of the customer organization. Translate customers' business challenges and goals into IT opportunities in a compelling way. Proactively ensure a strong and rightsized pipeline funnel from the account team. Lead and governs pipeline building activities for the account, delegating to other account team members as appropriate. Identify and develop high value opportunities for short, mid, and long term success. Proactively lead early engagements. Accountable for deal closure. Ensure end to end clear governance and ownership throughout the team, and across all deals in the pipeline. Drive deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.

Knowingly invest in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understand and leverage the underlying principles for the customer organization's functioning. Build influential relationships with executives including the C-level when necessary. Proactively define an effective engagement model with the customer's key influencers and decision makers.

Develop and maintain comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. Proactively develop partner relationships. Run an active governance process for the partner network for the account. Work with the Partner Business Manager to assess and update the partner strategy for the account.

Constantly develop and update expertise in IT technology. Engage effectively with the customer's CTO/CIO. Articulate relevant modern trends in IT and presents them to the C-level within the customer when appropriate. Describe portfolio pieces in detail and references their use in other customers. Mentor others within HPE.

Actively build, develop and lead the extended account team. Run a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account. Establish a recurring process to provide feedback to the account team members and the relevant managers. Actively work with relevant managers to provide development opportunities for extended team members.

Provide 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 leverage the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty.

Fully own the development and execution of a comprehensive account business plan for defined accounts. Lead the collective effort to build and maintain both strategic and tactical elements of the plan. Share and align the plan with relevant stakeholders of the account.

About you:

University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.

Typically 8-12+ 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 vertical industry preferred.

(Extraordinarily) strong track record of account management and sales performance.

Experience in different sales roles is a plus.

Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Salary starting from 6 635 EUR OTE/gross/month

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:

Sales

Job Level:

Master

    

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.