Sales Account Manager
Skills
About This Role
Job Family Definition
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.
Management Level Definition
Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives.
Works on problems of diverse complexity and scope.
May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.
Exercises independent judgment to identify and select a solution.
Ability to handle most unique situations.
May seek advice in order to make decisions on complex business issues.
Responsibilities
- Articulates a connection between the customer's core KPIs
- Builds and executes a plan to drive growth and profitability across HPE's portfolio. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Leverages HPE programs and tools (e.g. Executive Sponsors
- Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the account
- Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's functioning. Defines an engagement model with the customer's key influencers and decision makers.
- Develops and maintains an overview of the partner's landscape in the account. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the account.
- Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers.
- Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
- Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools
- Builds and executes basic account business plans for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.
Education
- and Experience:
- University or Bachelor's Degree preferred
- Typically 4-8+ years sales experience.
- Account management experience desired.
- Experience in IT industry preferred.
Experience
- working within IT department and/or within customers is a plus.
- Experience in vertical industry preferred.
- i>
- Knowledge and Skills:
- Drives Results:
- Shows strong will to win, is persistent in face of obsta
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