Enterprise Account Manager (Public Sector) at Hewlett Packard Enterprise

Maryland, United States

Apply Now

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
Capability to influence C-level executives by describing the value and relevance of HPE's solutions
Knowledge to position 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 to contribute when appropriate
Industry knowledge to build a compelling, transformational business value framework
Proficiency in proactively building and executing plans to drive growth and profitability across HPE's portfolio
Skill in accelerating growth in HPE's strategic value portfolio through widening customer networks
Ability to formulate and present technology choices that expand HPE's presence and margin
Experience leveraging HPE programs and tools (e.g., Executive Sponsors, BU deal support, supply chain programs)
Contribution to internal reviews for deals and sales planning
Engagement skills to identify opportunities from higher levels of customer organization
Ability to translate business challenges and goals into compelling IT opportunities
Leadership in building and governing a strong pipeline funnel, including delegation
Identification and development of high-value opportunities for short, mid, and long-term success
Accountability for deal closure, especially high-complexity and large deals, managing multi-disciplinary teams including partners
Investment in maintaining and developing professional relationship networks within customer organizations
Understanding of customer's organizational functioning principles
Building influential relationships with executives, including C-level
Defining effective engagement models with key influencers and decision makers
Comprehensive view of partner landscape from IT and vertical industry perspectives
Proactive development and governance of partner relationships and strategies

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 so the customer sees HPE as critically important to their business in the short, medium, and long term
Understand the innovation agenda and digital journey of the customer, 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 through positioning 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
Significantly contribute to internal reviews connected to 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
Proactively ensure a strong and rightsized pipeline funnel from the account team
Lead and govern pipeline building activities, delegating as appropriate
Identify and develop high-value opportunities for short, mid, and long-term success
Proactively lead early engagements and be accountable for deal closure
Ensure end-to-end clear governance and ownership throughout the team and across all deals
Drive high-complexity and large deals to closure managing multi-disciplinary teams including partners
Knowingly invest in maintaining and developing a professional relationship network within the customer
Understand and leverage underlying principles of the customer's organization functioning
Build influential relationships with executives including C-level when necessary
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
Run an active governance process for the partner network for the account
Work with the Partner Business Manager to assess and update the partner strategy for the account

Skills

Account Management

Public Sector

C-level Engagement

Business Value Framework

IT Solutions

Strategic Planning

Growth Strategy

Portfolio Management

Customer Relationship Management

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.

Land your dream remote job 3x faster with AI

Try Jobo Free