Executive Account Manager, Master Level

Responsibilities

• Establishes C-level partnerships at assigned accounts
• 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 right‑sized pipeline funnel from the account team.
• Leads pipeline building activities for the account
• Targets growth for HPE across all Business Units
• 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.

Requirements

• University or Bachelor's Degree preferred
• Typically, 4+ years sales experience within the tech industry
• Previous experience within strategic account management and planning is highly preferred
• Large Enterprise 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.
• 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.
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