Account Manager IIThis role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE 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 onfinding new and better ways to accelerate what’s next.We know varied 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 intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.
Responsibilities:
* Develops a connection between the customer's business priorities and the plan to support those with HPE's portfolio, leveraging internal resources and support. Influences the customer's decision makers through describing the value of HPE's solutions and their relevance to the customer's priorities.
* Builds and executes a basic plan to drive growth and profitability, based on an intermediate-level understanding of the differentiation of higher value products and services. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
* Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Identifies and develops opportunities for short and mid-term success. Accountable for deal closure. Drives deals to closure through a multi-disciplinary team, including partners.
* Develops and maintains an ad hoc professional network within the customer. Articulates the customer's decision making process and defines a basic engagement model.
* Develops a basic overview of the partner landscape in relation to the account. Works with the HPE Partner Business Managers to assess and update the partner strategy for the account.
* Develops and updates knowledge of information technology and HPE's portfolio. Articulates relevant modern trends in IT.
* Maintains tactical relationships and runs a simple governance with extended account team members. Provides feedback when requested.
* Utilizes HPE tools and processes for intermediate-level customer advocacy.
* Builds and executes basic account business plans for defined accounts, focused on tactical plans within the fiscal year. Shares and aligns the plan with relevant account stakeholders.
Education and Experience:
* University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education is a plus.
* Typically 2-5+ years sales experience.
* Experience in IT industry preferred. Experience working within IT department and/or within customers is a plus.
* Experience in vertical industry preferred.
Knowledge and Skills:
* Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
* Strategic Planning: Possesses sales planning skills.
* Sales Execution: Able to deliver on short term sales engagements and objectives.
* Continuous Learning: Continuously and actively pursues own learning.
* IT Industry Acumen: Builds and maintains knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
* HPE Portfolio Knowledge: Builds and continually updates an understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
* Team Leadership: Develops expertise in leading teams (including dispersed and indirect team members) through sales engagements.
* Network/Relationship Building: Able to create professional relationships; understands and leverages the value of 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 leverages influencing and negotiation techniques.
* Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has an understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
* Operational Excellence: Shows predictability and operational excellence both internally and externally.
* Integrity: Acts with integrity even if under pressure.
Impact/Scope:
* Typically manages 1 to many accounts. May manage a portion of a large account, usually within an assigned geography.
* Works with first-level and mid-level decision-makers in the customer organization.
* Orchestrates regional pursuit resources for the account.
Complexity:
* Leads moderately complex sales engagements, project management and coordination to meet deadlines.
* Typically qualifies and closes deals of moderate complexity.
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.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.
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Job:
Sales
Job Level:
Intermediate
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About Us
Technology innovation that fosters business transformation.
We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.
Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
COVID Policy
The health and safety of our team members, customers and partners is paramount at HPE. Accordingly, if applicable to the role you applied to, you must be fully vaccinated against COVID-19 by the employment start date where permitted by law. Exemptions based on medical, religious or other grounds will be processed and approved in accordance with local laws.
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Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified, differently abled individuals. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please email recruiting@hpe.com .
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