[Hiring] Sales Leader, Account Management @Hewlett Packard Enterprise

Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Family Definition:

• Manages one or two top global accounts including worldwide subsidiaries.
• 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; 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.
• Knows and contributes to the customer’s innovation agenda, advocating for it internally.
• Constantly develops information technology and target industry knowledge to position HPE’s portfolio.
• Leads and grows direct reporting team members; engages and provides feedback for extended account team members.
• Champions superior client loyalty and Total Customer Experience (TCE).
• Creates and continuously executes an Account Business Plan engaging internal and external stakeholders.

Responsibilities

• Articulates a two-way connection between the customer's core KPIs, business priorities, and initiatives.
• Incorporates an understanding of competitive pressures and industry trends into messaging.
• Influences decision-making of customer executives through credible descriptions of HPE's solutions.
• Positions HPE strategy and solutions to show critical importance to the customer's business.
• Proactively leads development of a compelling business value framework for the customer.
• Builds multiple sales motions with the customer - sell with, sell through, OEM, and joint product development.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio.
• Orchestrates all business units and accelerates growth in HPE's strategic value portfolio.
• Formulates and presents technology choices for the customer to expand HPE's presence.
• Actively leverages HPE programs and tools to improve business performance.
• Runs internal reviews connected to deals and sales planning.
• Manages account P&L when appropriate.
• Identifies and develops high-value opportunities for short and mid-term success.
• Orchestrates available company and partner resources to maximize value for the customer and HPE.
• Accountable for deal closure and ensures governance and ownership throughout the team.
• Invests in maintaining and developing a professional relationship network within the customer and partners.
• Develops and maintains a comprehensive view of the partner landscape in the account.
• Leads active governance for the partner network for the account.
• Develops a clear understanding of the customer's innovation agenda and plans HPE's contribution.
• Engages effectively with the customer's CTO/CIO and articulates relevant modern trends in IT.
• Acts as people manager for direct reporting team members and builds the extended account team.
• Provides feedback into other HPE organizations to improve customer experience.
• Fully owns the development and execution of the HPE Account Business Plan for a given account.

Qualifications

• University or Bachelor’s Degree preferred, or equivalent experience.
• Engineering or technology education, advanced degree or MBA desired.
• Typically 10+ years account management experience.
• Experience leading global teams preferred.
• Experience in IT industry; experience as IT leader and/or working within customers a plus.
• Experience in Federal industry preferred.
• P&L and risk management skills and experience preferred.
• International, multi-cultural experience a plus.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge desired.

Knowledge and Skills

• Drives Results: Strong will to win, persistent in face of obstacles, clear results orientation.
• Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it.
• Sales Execution: Leads teams to efficiently deliver on sales engagements and objectives.
• Continuous Learning: Actively pursues own learning and fosters ongoing development among reports.
• IT Industry Acumen: Builds and maintains knowledge of cutting-edge IT developments and trends.
• HPE Portfolio Knowledge: Updates understanding of HPE products, solutions, and service offerings.
• Team Leadership: Skilled at leading teams through sales engagements in a complex matrix organization.
• Network/Relationship Building: Creates strong professional relationships across all levels.
• Two-way communication: Listens actively and articulates value propositions relevant to stakeholders.
• Influencing and Negotiating: Expertly leverages influencing and negotiation techniques.
• Business Acumen: Understands how different parts of a business interoperate to produce outcomes.
• Operational Excellence: Shows predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations.
• Vertical/Industry Knowledge Preferred: Deep understanding of the customer's industry landscape.
• Consulting: Guides the customer through achieving business outcomes leveraging HPE's portfolio.
• People Management: Skilled at hiring, developing talent, and managing performance.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs to help reach career goals.
• Unconditional Inclusion: Celebrates individual uniqueness and values varied backgrounds.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request.

Salary Information

The expected salary/wage range for this position is provided below. Actual offer may vary based on geographic location, work experience, education/training, and/or skill level.

• United States of America: Annual Salary USD 216,000 - 507,000 in District of Columbia.

Company Description

Hewlett Packard Enterprise is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category.