وصف الوظيفة
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.
Role Purpose
This role manages one or several larger accounts or acts as the account lead for a substantial part of a top account. The Account Manager understands the customer's IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE's strategy. The role is accountable for pipeline building, deal closing orchestration, and driving business performance across all HPE business units while optimizing account profitability.
Key Responsibilities
Strategic Account Planning & 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.
- Develop a comprehensive account business plan aligned with HPE strategy, direct leadership, and HPE business units.
Portfolio & Revenue Management
- Drive business performance for all HPE business units and manage the portfolio mix to optimize profitability of the account.
- Actively leverage HPE programs and tools (including Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
- Plan for accounts to deliver results through the financial year and beyond.
Opportunity & Pipeline Development
- 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.
Relationship & Network 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.
- Act as the customer's advocate inside HPE.
- Develop and maintain 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.
Technical Expertise & Industry Knowledge
- 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.
- Mentor others within HPE.
- Constantly develop information technology industry knowledge to position HPE's portfolio in the account.
Deal Management & Execution
- Be accountable for pipeline building and for and supportive in deal closing.
- Orchestrate the deal team.
- Efficiently deliver on short-term sales engagements and objectives.
Team Leadership & Development
- Actively build, develop and lead the extended account team.
- Orchestrate, engage, guide and provide feedback to the extended account team members.
- Run comprehensive governance with the extended team and empower the account team to engage on different levels within the account.
- 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 of account management experience.
- Experience in the 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 HPE strategy, direct leadership, and 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 comprehensive understanding of HPE products, solutions, and service offerings including their value propositions, competitive differentiators, and benefits to customers.
- Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
- Network/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/Industry Knowledge: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem; 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, with an average requirement of 2 days per week from an HPE office.
Job Level: Master
Job Family: Sales
Health & Wellbeing: HPE provides a comprehensive suite of benefits supporting physical, financial and emotional wellbeing for team members and their loved ones.
Personal & Professional Development: HPE invests in career development with specific programs to help reach career goals, whether becoming a knowledge expert in your field or applying skills to another division.
Unconditional Inclusion: HPE is unconditionally inclusive in the way we work and celebrate individual uniqueness. We have the flexibility to manage work and personal needs.
Equal Employment Opportunity: HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. 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.
Accessibility: HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request through the secure accommodation form.