Hewlett Packard Enterprise
Lead Account Manager - Networking
Hewlett Packard Enterprise, Trenton, New Jersey, United States
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Lead Account Manager - Networking
role at
Hewlett Packard Enterprise .
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.
Overview 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. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description
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.
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 including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities. Positions HPE strategy and solutions so the customer sees HPE as critically important to their business in the short, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer.
Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Leverages HPE programs and tools to improve business performance. Contributes to internal reviews connected to deals and sales planning.
Engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates business challenges and goals into IT opportunities in a compelling way. Ensures a strong and rightsized pipeline funnel from the account team. Leads and governs pipeline building activities for the account, delegating to other team members as appropriate. Identifies and develops high-value opportunities for short, mid, and long-term success. Leads early engagements. Accountable for deal closure. Ensures end-to-end governance and ownership across all deals in the pipeline.
Invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Builds influential relationships with executives including the C-level when necessary. Defines an effective engagement model with the customer's key influencers and decision makers.
Develops and maintains comprehensive view of the partner landscape in the account. Proactively develops partner relationships. Runs an active governance process for the partner network. Works with the Partner Business Manager to assess and update the partner strategy for the account.
Keeps expertise in IT technology up to date. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them at the C-level when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.
Builds, develops and leads the extended account team. Establishes governance with the extended team and provides development opportunities for team members.
Provides feedback into other HPE organizations and coordinates with other customer-facing HPE organizations to improve the customer experience. Utilizes the full set of HPE tools and processes for customer advocacy. Leverages resources to maintain a high level of customer satisfaction and loyalty.
Owns the development and execution of a comprehensive account business plan for defined accounts. Leads the effort to build and maintain strategic and tactical elements of the plan. Aligns the plan with stakeholders of the account.
Education And Experience
University or Bachelor's Degree preferred, or equivalent experience
Typically 8+ years account management experience
Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus
Strong track record of account management and sales performance
Experience in different sales roles is a plus
Experience selling Networking technology required
Experience selling to very large enterprise accounts required
Strong preference for location of San Jose, CA
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
Consulting
Impact/Scope
Typically manages 1 to 15 accounts representing moderate to high revenue for HPE.
One or more accounts may be a large multi-national or global account.
Typically closes large deals of moderate to high complexity and cross-BU scope.
Works with all levels of decision-makers including C-Level.
Complexity
Leads highly complex sales engagements and cross-BU portfolio solutions.
What We Can Offer You
Health & Wellbeing benefits
Personal & Professional Development
Unconditional Inclusion
Let's Stay Connected
Other Details The expected salary range for a U.S.-based hire is USD 210,500.00 – 495,000.00 per year, depending on location, experience, and qualifications. Equal Employment Opportunity statements apply. HPE is an EEO Protected Veteran/Individual with Disabilities employer.
Job function: Sales and Business Development • Employment type: Full-time • Seniority level: Not Applicable
Note: This description consolidates content from the original posting and excludes extraneous location-based postings and non-essential boilerplate.
#J-18808-Ljbffr
Lead Account Manager - Networking
role at
Hewlett Packard Enterprise .
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.
Overview 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. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description
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.
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 including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities. Positions HPE strategy and solutions so the customer sees HPE as critically important to their business in the short, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer.
Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Leverages HPE programs and tools to improve business performance. Contributes to internal reviews connected to deals and sales planning.
Engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates business challenges and goals into IT opportunities in a compelling way. Ensures a strong and rightsized pipeline funnel from the account team. Leads and governs pipeline building activities for the account, delegating to other team members as appropriate. Identifies and develops high-value opportunities for short, mid, and long-term success. Leads early engagements. Accountable for deal closure. Ensures end-to-end governance and ownership across all deals in the pipeline.
Invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Builds influential relationships with executives including the C-level when necessary. Defines an effective engagement model with the customer's key influencers and decision makers.
Develops and maintains comprehensive view of the partner landscape in the account. Proactively develops partner relationships. Runs an active governance process for the partner network. Works with the Partner Business Manager to assess and update the partner strategy for the account.
Keeps expertise in IT technology up to date. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them at the C-level when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.
Builds, develops and leads the extended account team. Establishes governance with the extended team and provides development opportunities for team members.
Provides feedback into other HPE organizations and coordinates with other customer-facing HPE organizations to improve the customer experience. Utilizes the full set of HPE tools and processes for customer advocacy. Leverages resources to maintain a high level of customer satisfaction and loyalty.
Owns the development and execution of a comprehensive account business plan for defined accounts. Leads the effort to build and maintain strategic and tactical elements of the plan. Aligns the plan with stakeholders of the account.
Education And Experience
University or Bachelor's Degree preferred, or equivalent experience
Typically 8+ years account management experience
Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus
Strong track record of account management and sales performance
Experience in different sales roles is a plus
Experience selling Networking technology required
Experience selling to very large enterprise accounts required
Strong preference for location of San Jose, CA
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
Consulting
Impact/Scope
Typically manages 1 to 15 accounts representing moderate to high revenue for HPE.
One or more accounts may be a large multi-national or global account.
Typically closes large deals of moderate to high complexity and cross-BU scope.
Works with all levels of decision-makers including C-Level.
Complexity
Leads highly complex sales engagements and cross-BU portfolio solutions.
What We Can Offer You
Health & Wellbeing benefits
Personal & Professional Development
Unconditional Inclusion
Let's Stay Connected
Other Details The expected salary range for a U.S.-based hire is USD 210,500.00 – 495,000.00 per year, depending on location, experience, and qualifications. Equal Employment Opportunity statements apply. HPE is an EEO Protected Veteran/Individual with Disabilities employer.
Job function: Sales and Business Development • Employment type: Full-time • Seniority level: Not Applicable
Note: This description consolidates content from the original posting and excludes extraneous location-based postings and non-essential boilerplate.
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