[Hiring] Enterprise Account Manager - Industry Vertical (Retail & Insurance) @Hewlett Packard Enterprise

Role Description

We are seeking an experienced Executive Account Manager to drive strategic growth across a portfolio of retail, insurance, and hospitality customers throughout the Northeast region. This individual will serve as a trusted advisor to executive stakeholders, develop long-term account strategies, and lead cross-functional teams to expand HPE's footprint across networking, hybrid cloud, AI, compute, storage, and services solutions.

The ideal candidate brings a consultative sales approach, strong executive presence, and a proven track record of growing complex enterprise accounts. We are looking for someone who can build lasting customer relationships, identify transformational business opportunities, and position HPE as a strategic technology partner rather than a transactional vendor.

Responsibilities

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
• Influences the decision-making of customer executives through describing the value of HPE's solutions and their relevance to the customer's priorities.
• Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business.
• Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
• Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
• Engages with the customer to identify opportunities and translates customers' business challenges and goals into IT opportunities.
• Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Develops and maintains a view of the partner landscape in the account and develops partner relationships.
• Builds, develops and leads the extended account team.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Develops and executes a comprehensive account business plan for defined accounts.

Qualifications

• University or Bachelor’s Degree preferred, or equivalent experience.
• 6+ years of enterprise technology sales or strategic account management experience.
• Experience in IT industry preferred.
• Preferred candidates will reside in Massachusetts or Connecticut, supporting customers throughout the Northeast/New England region.
• Experience supporting retail, insurance, or hospitality customers is highly desired.

Requirements

• Travel is expected to be approximately 25–40%, depending on customer location and business needs.

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 skillfully articulate a vision for the future and a path to achieve it in an account business plan.
• 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 thorough knowledge of cutting edge IT industry developments and technology trends.
• HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings.
• Team Leadership: Skilled at leading teams successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Skilled at creating strong professional relationships.
• Two-way communication: Able to listen actively and articulate value propositions in relevant language.
• 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.
• 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 and can advise the customer on its digital journey plan.
• Consulting: Can synthesize skills and relevant knowledge to guide the customer through achieving business outcomes.

Impact/Scope

• Typically manages 1 to many accounts representing moderate revenue for HPE.
• 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.
• Orchestrates regional pursuit resources for the account.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach any career goals.
• Unconditional Inclusion: An inclusive environment where varied backgrounds are valued.