Enterprise Account Manager (Public Sector) at Hewlett Packard Enterprise

Maryland, 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, Public SectorIndustries

Requirements

Ability to articulate a two-way connection between customer's core KPIs, business priorities, initiatives, and IT solutions supporting them
Capability to influence customer executives, including C-level, by credibly describing the value and relevance of HPE's solutions
Skill in positioning HPE strategy and solutions to demonstrate critical importance to customer's business in short, medium, and long term
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 in a structured, recurring way
Knowledge of HPE programs and tools (e.g., Executive Sponsors, BU deal support, supply chain programs) to improve business performance
Ability to actively engage with customer at higher organizational levels to identify opportunities and translate business challenges into IT opportunities
Expertise in leading and governing pipeline building, identifying high-value opportunities, and driving deal closure for high-complexity deals
Skill in managing multi-disciplinary teams, including partners, with end-to-end governance and ownership
Capacity to invest in and develop professional relationship networks within the customer organization, including C-level executives
Understanding of customer organization's functioning principles and ability to define effective engagement models with key influencers and decision makers
Comprehensive view and management of partner landscape from IT and vertical industry perspectives, including developing partner relationships and governance processes

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 show critical importance to customer's business in short, medium, and long term; contribute to customer's innovation agenda and digital journey when appropriate
Independently build a compelling business value framework for the customer, utilizing industry knowledge
Proactively build and execute a plan to drive growth and profitability across HPE's portfolio in a structured and recurring way; accelerate growth in strategic value portfolio
Formulate and present technology choices to expand HPE's presence and margin; leverage HPE programs and tools to improve performance; contribute to internal reviews for deals and sales planning
Actively engage with customer to identify opportunities from higher levels; translate business challenges and goals into IT opportunities; ensure strong pipeline funnel
Lead and govern pipeline building activities, delegating as appropriate; identify and develop high-value opportunities; lead early engagements; accountable for deal closure; drive high-complexity deals through multi-disciplinary teams including partners
Invest in maintaining and developing professional relationship network within the customer; build influential relationships with executives including C-level; define effective engagement model with key influencers and decision makers
Develop and maintain comprehensive view of partner landscape; proactively develop partner relationships; run active governance process for partner network; work with Partner Business Manager to assess and update partner strategy

Skills

Key technologies and capabilities for this role

Account ManagementPublic SectorSales StrategyC-level EngagementBusiness Value FrameworkIT SolutionsPortfolio GrowthCustomer KPIsDigital TransformationIndustry Knowledge

Questions & Answers

Common questions about this position

Is this role remote or office-based?

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

What is the salary range for this position?

This information is not specified in the job description.

What key skills are needed for the Enterprise Account Manager role?

Key skills include articulating connections between customer KPIs and IT solutions, influencing C-level executives, building business value frameworks, driving growth across HPE's portfolio, and leading pipeline building and deal closure.

What is the company culture like at Hewlett Packard Enterprise?

The culture thrives on finding new and better ways to accelerate what’s next, values varied backgrounds, offers flexibility to manage work and personal needs, embraces bold moves together, and supports career growth.

What makes a strong candidate for this Enterprise Account Manager position?

Strong candidates can influence C-level executives, build compelling business value frameworks with industry knowledge, proactively drive account growth and pipeline, and lead deal closures while leveraging HPE programs.

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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