Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customers IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPEs 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 HPEs presence in the account. Constantly develops information technology industry knowledge to position HPEs portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customers advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
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.
Requirements: Education and Experience:
University or Bachelors 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.
Knowledge and Skills:
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, aligned with the HPE strategy, direct leadership, and the HPE business units.
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 with potential impacts to our customers.
HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
Network/Relationship Building: Skilled at creating strong professional relationships; understands and leverages the value of networks and collaboration.
Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.
Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
This position is open to all candidates.