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Enterprise Account Manager

2 months ago

Mumbai, India Hewlett Packard Enterprise Full time

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.

Global Sales at HPE is about building the future. We are creating opportunities for our customers, one big idea at a time. Selling products, services, software, or solutions we provide innovation and expertise to our customers, both directly and indirectly. To make is happen, our sales teams are given the resources to develop individual talent and creativity.

What you’ll do:

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:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

What you need to bring:

Education and Experience

  • 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 managing telecom accounts or good understanding of telecom domain is must.
  • 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.

Knowledge and Skills

  • Drives Results : Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
  • Strategic Planning : Exceptional at articulating 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, and shares knowledge with team members.
  • IT Industry Acumen : Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
  • HPE Portfolio Knowledge : Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
  • Team Leadership : Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
  • Network/Relationship Building : Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; 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 highly relevant to the customer, partner or internal stakeholder.
  • Influencing and Negotiating : Understands and expertly 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. Demonstrates 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 : Consistently 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.

Impact/Scope

  • Typically manages 1 to many accounts representing moderate to high revenue for HPE. One or more accounts may be a large multi-national or global account. May manage a portion of a large Top Account, usually within an assigned geography.
  • Typically qualifies and closes large deals of moderate to high complexity and cross- BU scope.
  • Works with all levels of decision-makers in the customer organization, including C-Level.
  • Orchestrates regional pursuit resources for the account.
  • Participates in account investment decisions about pricing and resources.

Complexity

  • Leads highly complex sales engagements, project management and coordination to meet customer deadlines.
  • Typically oversees engagements with cross-BU portfolio solutions.

What we can offer you:

A competitive salary and extensive social benefits

Diverse and dynamic work environment

Work-life balance and support for career development

An amazing life inside the element

Want to know more about how you can make your mark with us?

Then let’s stay connected

#india #sales

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. 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.