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Enterprise Account Manager

3 months ago

Bengaluru, India Hewlett Packard Enterprise Full time

Enterprise Account Manager - Acquisition accounts

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work 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 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:

Global Sales at HPE is about building the future. We are redefining what’s next and combining our legacy of innovation with a bold new goal to accelerate everything we do. Our sales organization is comprised of 10,000+ professionals in sales, presales, service, and support functions. Together with our partners, we deliver global, commercial, public sector & small/medium business customers throughout 11 geographies. We’re transforming businesses. Join us redefine what’s next for you.


What you’ll do:

  • Articulates a connection between the customer's core KPIs
  • Builds and executes a plan to drive growth and profitability across HPE's portfolio. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Leverages HPE programs and tools (e.g. Executive Sponsors
  • 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
  • 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. Defines an engagement model with the customer's key influencers and decision makers.
  • Develops and maintains an overview of the partner's landscape in the account. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the account.
  • Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers.
  • Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
  • Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools
  • Builds and executes basic account business plans 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.

What you need to bring:

  • University or Bachelor's Degree preferred
  • Typically 4-8+ years sales experience.
  • Account management experience desired.
  • 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: Able to 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 solid knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
  • HPE Portfolio Knowledge: Builds and continually updates a solid understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
  • Team Leadership: Able to lead teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
  • Network/Relationship Building: Able to create 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 developed 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.
  • 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.

Impact/Scope:

  • Typically manages 1 to many accounts representing moderate revenue for HPE. May manage a portion of a large account, usually within an assigned geography.
  • Works with 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.