Enterprise Account Manager

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. 

Responsibilities 

•  Account manager for large enterprise account, with significant growth potential 

• Maintain all aspects of customer relationship, including with customer IT architecture, program leadership, procurement and senior executive contacts 

• Develop sales strategy for building pipeline and long-term account growth 

• Maintain expert level understanding, and ability to communicate advantages, of HPE products and services to drive customer adoption 

• Maintain industry sales partner relationships (OEMs, Resellers, etc.) to drive additional sales volume for HPE 

• Maintain broad market and competitor knowledge to ensure credibility with customer executives 

• Responsible for meeting sales quota and account growth objectives for assigned business 

Requirements 

• University or Bachelor's Degree preferred, or equivalent experience.  

• Minimum five years IT sales experience 

• Experience selling in Public Sector/Aerospace & Defense industry strongly preferred 

• Strong IT acumen 

• Demonstrated success establishing productive new sales relationships and growing established accounts 

• Strong communication skills, including executive briefings and presentations 

• Team player able to engage with peers to achieve collective sales goals 

• Recognized leader in prior professional pursuits