Description
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.
As a Telco/SP Enterprise Account Manager, you will primarily work from an HPE partner/customer office. Your role is to manage one or several larger accounts or act as the account lead for a substantial part of a top account. You will understand the customer’s IT and business objectives, priorities, requirements, and challenges, and add value by implementing HPE’s strategy.
Responsibilities:
- Articulate a connection between the customer's core KPIs
- Build and execute a plan to drive growth and profitability across HPE's portfolio
- Engage with the customer to identify opportunities and translate their business challenges and goals into IT opportunities
- Develop and maintain a professional relationship network within the customer to maximize efficiency and effectiveness for HPE
- Develop and maintain an overview of the partner's landscape in the account
- Develop and update expertise in IT technology and articulate relevant modern trends in IT
- Build relationships and run regular account governance with the extended account team
- Utilize HPE tools and processes for customer advocacy
- Build and execute basic account business plans for defined accounts
Education and Experience:
- 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
- Strategic Planning
- Sales Execution
- Continuous Learning
- IT Industry Acumen
- HPE Portfolio Knowledge
- Team Leadership
- Network/Relationship Building
- Two-way communication
- Influencing and Negotiating
- Business Acumen
- Operational Excellence
- Integrity
- Vertical/Industry Knowledge Preferred
- Consulting
Impact/Scope:
- Typically manages 1 to many accounts representing moderate revenue for HPE
- 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