Enterprise Account Manager - MCI

Enterprise Account Manager - MCI

  

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

Job Description:

   

Global Sales at HPE is about building the future. We are creating opportunities for our customers, one big idea at a time. Selling products, services, software, or solutions we provide innovation and expertise to our customers, both directly and indirectly. To make is happen, our sales teams are given the resources to develop individual talent and creativity. 

What you’ll do:

• 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.

What you need to bring:

• 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.

Knowledge and Skills:

• 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, and benefits to our customers and our customers' customers.

• Team Leadership: Able to lead teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.

• Network/Relationship Building: Able to create strong professional relationships; understands and leverages the value of networks and collaboration.

• Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.

• Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.

• Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has a developed understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.

• Operational Excellence: Able to show predictability and operational excellence both internally and externally.

• Integrity: Acts with integrity throughout complex situations even if under pressure.

• Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem.

• Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.

Impact/Scope:

• Typically manages 1 to many accounts representing moderate revenue for HPE. May manage a portion of a large account, usually within an assigned geography.

• Works with mid-level decision-makers in the customer organization.

• Orchestrates regional pursuit resources for the account.

Complexity:

• Leads moderately complex sales engagements, project management and coordination to meet deadlines.

• Typically qualifies and closes deals of moderate complexity.

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.

#india

#sales

Job:

Sales

Job Level:

Specialist

    

    

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

   

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