Enterprise Account Manager

Role overview

Account strategy and customer value

• Connect customer KPIs, priorities, and initiatives to IT solutions and influence customer executives, including C-level stakeholders, by explaining solution value.
• Position HPE's strategy and solutions around customer priorities in the short, medium, and long term.
• Develop compelling business value frameworks; understand the customer's innovation agenda and digital journey where relevant.

Pipeline and deal execution

• Identify customer opportunities and translate business challenges and goals into IT opportunities.
• Build and govern a strong account pipeline, lead early engagements, and develop high-value opportunities for short-, mid-, and long-term success.
• Maintain clear ownership and governance across pipeline deals and take accountability for deal closure.
• Drive complex, high-value deals to closure by managing multidisciplinary teams, including partners.

Partners, team, and customer advocacy

• Develop a comprehensive view of the account's partner landscape, cultivate partner relationships, and govern the partner network.
• Lead and develop the extended account team, establish team governance, provide feedback, and coordinate development opportunities.
• Advocate for customers within HPE and coordinate with customer-facing organizations to improve customer experience, satisfaction, and loyalty.

Technology and account planning

• Maintain expertise in IT technology and trends, engage effectively with customer CTOs and CIOs, and present relevant portfolio solutions to executives.
• Plan account results for the financial year and beyond, optimizing portfolio mix and account profitability.

Education and experience

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

Knowledge and skills

• Strategic account planning, sales execution, pipeline building, and deal closure.
• IT industry knowledge and understanding of HPE products, solutions, service offerings, value propositions, and competitive differentiators.
• Team leadership in complex matrix organizations, including dispersed and indirect team members.
• Relationship building, active listening, customer-relevant communication, influencing, and negotiation.
• Business and financial acumen, including the ability to understand financial reports and draw conclusions for planning.

Work arrangement

• Hybrid work arrangement with an average of two days per week in an HPE office.