Enterprise Account Manager (Industries) at Hewlett Packard Enterprise

California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, IT ServicesIndustries

Requirements

Ability to articulate a two-way connection between customer's core KPIs, business priorities, initiatives, and IT solutions
Capability to influence C-level executives by describing the value and relevance of HPE's solutions
Skill in positioning HPE strategy and solutions as critically important to customer's short, medium, and long-term business
Understanding of customer's innovation agenda and digital journey, with ability to contribute when appropriate
Proficiency in independently building a compelling business value framework, leveraging industry knowledge
Experience proactively building and executing plans to drive growth and profitability across HPE's portfolio
Knowledge of HPE programs and tools (e.g., Executive Sponsors, BU deal support, supply chain programs)
Ability to actively engage with customer at higher organizational levels to identify opportunities
Competence in translating business challenges and goals into IT opportunities
Skills in leading and governing pipeline building, identifying high-value opportunities, and ensuring deal closure
Experience driving high-complexity, high-size deals through multi-disciplinary teams, including partners
Ability to invest in and develop professional relationship networks within the customer organization
Understanding of customer's organizational functioning principles and building influential C-level relationships
Capability to develop and maintain a comprehensive view of the partner landscape (IT and industry perspectives)
Experience proactively developing partner relationships and running governance processes for partner networks

Responsibilities

Articulate a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions
Influence 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
Position HPE strategy and solutions to demonstrate critical importance to customer's business in short, medium, and long term
Understand customer's innovation agenda and digital journey, contributing when appropriate
Independently build a compelling business value framework for the customer, leveraging industry knowledge
Proactively build and execute a plan to drive growth and profitability across HPE's portfolio in a structured, recurring way
Accelerate growth in HPE's strategic value portfolio by positioning solutions with widening customer networks
Formulate and present technology choices to expand HPE's presence and margin in the account
Actively leverage HPE programs and tools to improve business performance and contribute to internal reviews on deals and sales planning
Actively engage with customer to identify opportunities from higher organizational levels
Translate customers' business challenges and goals into compelling IT opportunities
Ensure a strong, rightsized pipeline funnel; lead and govern pipeline building, delegating as appropriate
Identify and develop high-value opportunities for short, mid, and long-term success; lead early engagements
Be accountable for deal closure, ensuring end-to-end governance and ownership across all deals
Drive high-complexity and high-size deals to closure by managing multi-disciplinary teams, including partners
Invest in maintaining and developing a professional relationship network within the customer
Understand and leverage principles of customer's organizational functioning; build influential relationships with executives including C-level
Proactively define an effective engagement model with customer's key influencers and decision makers
Develop and maintain comprehensive view of the partner landscape in the account from IT and vertical industry perspectives
Proactively develop partner relationships and run active governance process for the partner network
Work with Partner Business Manager to assess and update the partner strategy for the account

Skills

Account Management

Sales Strategy

Customer Relationship Management

Business Value Framework

IT Solutions

C-level Engagement

Strategic Planning

Growth Strategy

Industry Knowledge

Digital Transformation

Hewlett Packard Enterprise

Provides enterprise IT solutions and services

About Hewlett Packard Enterprise

Hewlett Packard Enterprise provides enterprise IT solutions with a focus on cloud services, artificial intelligence, and edge computing. Their products include HPE Ezmeral for managing containers, HPE GreenLake for cloud services, and HPE Aruba for networking. These solutions help businesses improve their performance and adapt to digital changes. HPE's business model includes selling hardware, software, and services, as well as offering subscription-based services and long-term contracts. What sets HPE apart from competitors is its commitment to open-source projects and its active developer community, which supports collaboration and innovation. The company's goal is to empower organizations to transform digitally and optimize their operations.

Houston, TexasHeadquarters

1939Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Integration challenges with Juniper Networks may delay AI-driven networking benefits.

Competition from startups like Flywheel could impact HPE's AI and cloud services.

HPE's acquisition strategy may strain resources and distract from core operations.

Differentiation

HPE's GreenLake offers a unique hybrid cloud platform for diverse IT environments.

HPE Ezmeral provides advanced container management, enhancing enterprise AI and analytics capabilities.

HPE's Aruba solutions integrate cloud security and networking for seamless, secure connectivity.

Upsides

HPE's acquisition of Juniper Networks boosts AI-driven innovation in networking.

OpsRamp acquisition enhances HPE's IT management with AI-based automation capabilities.

Axis Security integration strengthens HPE's cloud security offerings with SASE solutions.

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