Enterprise Account Manager

Work arrangement

• The role is designated hybrid and requires working an average of two days per week from an HPE office.

Role scope

Account strategy and opportunity development

• Connect customer KPIs, business priorities, and initiatives to IT solutions and influence customer executives, including C-level decision-makers.
• Build compelling business-value frameworks and translate customer challenges and goals into IT opportunities.
• Lead pipeline building, early engagements, and development of high-value opportunities for short-, medium-, and long-term success.
• Own deal closure and ensure end-to-end deal governance; lead multidisciplinary teams and partners to close complex, large deals.

Partners, technology, and team leadership

• Develop a comprehensive view of the account's partner landscape, build partner relationships, govern the partner network, and update partner strategy.
• Maintain expertise in IT technology, engage customer CTOs and CIOs, and present relevant technology trends and HPE portfolio offerings.
• Mentor HPE colleagues and lead, develop, and govern the extended account team, including feedback and development processes.

Customer advocacy and planning

• Act as customer advocate within HPE and coordinate with customer-facing organizations to improve customer experience, satisfaction, and loyalty.
• Plan account activity to deliver results through the financial year and beyond.

Education and experience

• Typically requires 8–12+ years of account-management experience and an exceptionally strong account-management and sales performance record.
• Vertical-industry experience is preferred; experience in different sales roles is a plus.
• A university or bachelor's degree or equivalent experience is preferred. Engineering or technology education, an advanced degree, or an MBA is desired.

Knowledge and skills

• Strategic account planning, sales execution, pipeline governance, and complex deal closure.
• IT industry knowledge, technology trends, and understanding of HPE products, solutions, services, and value propositions.
• Team leadership in complex matrix organizations; relationship building across customer, partner, and internal teams.
• Two-way communication, influencing, negotiation, customer advocacy, and business and financial acumen.
• Persistence, results orientation, continuous learning, and sharing knowledge with team members.

Benefits and development

• HPE describes benefits supporting physical, financial, and emotional wellbeing.
• HPE offers professional-development programs and promotes an inclusive workplace.