Enterprise Account Manager (Tier 1 - Cloud Service Provider) - Bay Area at Hewlett Packard Enterprise

San Jose, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Cloud ServicesIndustries

Requirements

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
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation
Strategic Planning: Able to articulate a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units
Sales Execution: Able to efficiently deliver on short term sales engagements and objectives
Continuous Learning: Continuously and actively pursues own learning
IT Industry Acumen: Builds and maintains solid knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers
HPE Portfolio Knowledge: Builds and continually updates a solid understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators

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

Skills

Key technologies and capabilities for this role

Account ManagementSales PipelineCustomer Relationship ManagementStrategic PlanningCloud SolutionsBusiness DevelopmentKPIsExecutive Engagement

Questions & Answers

Common questions about this position

Is this position remote or does it require office work?

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home, though it is a Bay Area position with 25-50% travel.

What experience is required for this Enterprise Account Manager role?

Typically 4-8+ years of sales experience and account management experience are required. A University or Bachelor’s Degree is preferred.

What does HPE's company culture look like?

HPE's 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 are the main responsibilities of this role?

The role involves managing Tier 1 Cloud Service Provider accounts, articulating connections between customer KPIs and HPE solutions, building growth plans, developing relationships with customers and partners, leading pipeline activities, and leveraging HPE tools.

What makes a strong candidate for this position?

Candidates with 4-8+ years of sales and account management experience, a Bachelor’s degree, expertise in IT trends, and the ability to build customer and partner relationships while driving growth in HPE’s portfolio will stand out.

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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