Account Manager

Role Overview

Account Manager at Hewlett Packard Enterprise (HPE), based in the United Arab Emirates. This is a hybrid role requiring an average of 2 days per week in an HPE office.

Company Overview

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 have the flexibility to manage our work and personal needs and make bold moves together as a force for good.

Role Purpose

Manage one or several larger accounts or act as the account lead for a substantial part of a top account. Understand the customer's IT and business objectives, priorities, requirements and challenges, and add value by implementing HPE's strategy. Drive business performance for all HPE business units, manage the portfolio mix to optimize profitability, and act as the customer's advocate inside HPE.

Key Responsibilities

Account Strategy & Growth

• 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 by credibly describing the value of HPE's solutions and their relevance to the customer's priorities.
• 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 these solutions with an ever-widening network within a customer.
• Formulate and present technology choices for the customer that will expand HPE's presence and margin in the account.
• Actively leverage HPE programs and tools, including Executive Sponsors, business unit deal support, and supply chain programs, to improve business performance.
• Plan for accounts to deliver results through the financial year and beyond.

Pipeline & Opportunity Management

• Actively engage with the customer to identify opportunities, starting from the higher levels of the customer organization.
• Translate customers' business challenges and goals into IT opportunities in a compelling way.
• Proactively ensure a strong and rightsized pipeline funnel from the account team.
• Lead and govern pipeline building activities for the account, delegating to other account team members as appropriate.
• Manage the portfolio mix to optimize profitability of the account.
• Be accountable for pipeline building and accountable for and supportive in deal closing.
• Orchestrate the deal team.

Relationship Management

• Knowingly invest in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Build and develop relevant customer relationship networks with key influencers and decision makers in IT and business.
• Develop and maintains comprehensive view of the partner landscape in the account from both 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.
• Develop and engage with the extended partner ecosystem to maximize HPE's presence in the account.

Technology & Industry Expertise

• Constantly develop and update expertise in IT technology.
• Engage effectively with the customer's CTO/CIO.
• Articulate relevant modern trends in IT and present them to the C-level within the customer when appropriate.
• Describe portfolio pieces in detail and reference their use in other customers.
• Constantly develop information technology industry knowledge to position HPE's portfolio in the account.
• Mentor others within HPE.

Team Leadership & Development

• Actively build, develop and lead the extended account team.
• Run a comprehensive governance with the extended team and empower the account team to engage on different levels within the account.
• Orchestrate, engage, guide and provide feedback to the extended account team members.
• Establish a recurring process to provide feedback to the account team members and the relevant managers.
• Actively work with relevant managers to provide development opportunities for extended team members.

Qualifications & Experience

• University or Bachelor's Degree preferred, or equivalent experience.
• Engineering or technology education, advanced degree or MBA desired.
• Typically 8-12+ 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.
• Experience in vertical industry preferred.
• Extraordinarily strong track record of account management and sales performance.
• Experience in different sales roles is a plus.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Skills & Competencies

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating 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, and shares knowledge with team members.
• IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to customers.
• HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings, their value propositions, competitive differentiators, and benefits to customers and customers' customers.
• Team Leadership: Highly skilled at leading teams, including dispersed and indirect team members, successfully through sales engagements in a complex matrix organization.
• Network and Relationship Building: Highly skilled in creating strong professional relationships across all levels of organizations internally and externally; 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 highly relevant to the customer, partner or internal stakeholder.
• Influencing and Negotiating: Understands and expertly 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. Demonstrates thorough 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: Consistently able to show predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations even if under pressure.
• Vertical and Industry Knowledge: Preferred. Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.
• 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.

Additional Information

Work Arrangement

• Hybrid role with a requirement to work on average 2 days per week from an HPE office.

Job Classification

• Job Family: Account Manager
• Job Level: Master
• Category: Sales

Benefits & Support

• Health and Wellbeing: Comprehensive suite of benefits supporting physical, financial and emotional wellbeing for team members and their loved ones.
• Personal and Professional Development: Specific programs to help reach career goals, whether becoming a knowledge expert in your field or applying skills to another division.
• Unconditional Inclusion: Unconditionally inclusive workplace that celebrates individual uniqueness, with flexibility to manage work and personal needs.

Equal Opportunity Statement

HPE is an Equal Employment Opportunity, Veterans, Disabled, and LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on the basis of qualifications, merit, and business need. 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. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing HPE's secure form.