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 and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business. When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them. Builds a business value framework for the customer. Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. 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. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Contributes to internal reviews connected to deals and sales planning. 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, involving account team members as appropriate. Identifies and develops opportunities for short and mid-term success. Proactively leads early engagements. Accountable for deal closure. Ensures ownership throughout the team for the deals in the pipeline. Drives deals to closure through a multi-disciplinary team, including partners. Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's functioning. 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. Works with the Partner Business Manager to assess and update the partner strategy 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 when appropriate. 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. Establishes a recurring process to provide feedback to the account team members and the relevant managers. Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools, processes and resources to assure customer satisfaction and loyalty. 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. Shares and aligns the plan with relevant stakeholders of the account. 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, 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.
Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has a thorough 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: 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, and is able to use this knowledge to build and advise the customer on its digital journey plan.
Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.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: . if applicable to the role you applied to, you must
Hewlett Packard Enterprise
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, 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.
Standards of Business Conduct (SBC)
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