Enterprise Account Manager(f/m/d)

Vor 7 Tagen

Wallisellen, Schweiz Hewlett Packard Enterprise Vollzeit

Enterprise Account Manager (f/m/d)

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

The Enterprise Account Manager manages large accounts mainly focusing in the retail industry. Qualifies and closes large deals of moderate to high complexity and cross-BU scope. Works with all levels of decision-makers in the customer organization, including C-Level. Understands the customers IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE's strategy. Drives business performance for all HPE BUs and manages the portfolio mix of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE's presence in the account. Constantly develops information technology industry knowledge to position HPE's portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

Your Key Responsibilities:

  • Influences 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.
  • Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term.
  • Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
  • Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
  • Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools to improve business performance.
  • Proactively ensures a strong and rightsized pipeline funnel from the account team.
  • Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline.
  • Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.
  • Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
  • Constantly develops and updates expertise in IT technology.
  • Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate.
  • Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account.
  • Fully owns the development and execution of a comprehensive account business plan for defined accounts.
  • Leads 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, Expertise, Attitude and Education:

  • University or Bachelor's Degree preferred, or equivalent experience.
  • Typically 6 to 8+ years account management experience.
  • Experience in IT industry.
  • Experience working as an IT leader, within an IT department, and/or working within customers is a plus.
  • Strong track record of account management and sales performance.
  • Strong Result Orientation.
  • Strategic Sales Planning and Execution approach.
  • IT Industry Acumen.
  • HPE Portfolio Knowledge.
  • Fluency with German MUST and English is preferred.

What We Can Offer You:

Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer.

We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

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