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
Expertise in independently building a compelling business value framework, leveraging industry knowledge
Proficiency in proactively building and executing plans to drive growth and profitability across HPE's portfolio
Experience in accelerating growth in HPE's strategic value portfolio through customer network expansion
Ability to formulate and present technology choices that expand HPE's presence and margin
Knowledge of leveraging HPE programs and tools (e.g., Executive Sponsors, BU deal support, supply chain programs)
Skill in actively engaging customers at higher organizational levels to identify opportunities
Ability to translate business challenges and goals into compelling IT opportunities
Experience in leading and governing pipeline building, delegating to account team members
Capability to identify and develop high-value opportunities for short, mid, and long-term success
Accountability for deal closure, with experience driving high-complexity, high-size deals through multi-disciplinary teams including partners
Skill in investing in and maintaining a professional relationship network within the customer organization
Understanding of customer's organizational functioning principles and ability to build influential C-level relationships
Ability to define effective engagement models with customer's key influencers and decision makers
Comprehensive view of partner landscape from IT and vertical industry perspectives
Experience in developing and maintaining 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 the short, medium, and long term
Understand the customer's innovation agenda and digital journey, and contribute when appropriate
Independently build a compelling business value framework for the customer
Proactively build and execute a plan to drive growth and profitability across HPE's portfolio in a structured and recurring way
Continuously accelerate growth in HPE's strategic value portfolio by positioning solutions with an ever-widening customer network
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 the customer to identify opportunities from higher organizational levels
Translate customers' business challenges and goals into IT opportunities compellingly
Ensure a strong and rightsized pipeline funnel, leading and governing pipeline building activities
Identify and develop high-value opportunities for short, mid, and long-term success, leading early engagements
Drive deals of high complexity and size to closure, managing multi-disciplinary teams including partners, with end-to-end governance
Invest in maintaining and developing a professional relationship network within the customer
Understand and leverage principles of the customer's organizational functioning
Build influential relationships with executives including C-level and define effective engagement models with key influencers and decision makers
Develop and maintain a comprehensive view of the partner landscape in the account from IT and vertical industry perspectives
Proactively develop partner relationships and run an active governance process for the partner network
Work with the 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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