Enterprise Account Manager
- Plans and directs the development of new business opportunities linked to the assigned business-line throughout the sales development lifecycle
- Works consultatively with the Strategic accounts at a regional level to align complex business needs/challenges with the assigned solution portfolio; understands and articulates what value HPE can bring to the relationship and generates new ideas to expand the business partnership
- Contributes for the establishment of long-term partnerships between HPE and the Strategic accounts at a corporate level
Drives and exploits potential sales opportunities; shapes and optimizes strategies collaboratively
- Is deeply involved in the development of solutions for the client at a specific business-line level based on excellent knowledge of HPE’s capabilities in the client environment, on one hand, and a solid understanding of the client’s business, industry trends, competitors, current state and future vision, etc., on the other
- Ensures leveraging various channels to maintain and improve customer satisfaction and maximize revenue
Accounts based in Virginia/DC area.
- Accounts based in Virginia/DC area.
- Builds strong professional working C-level relationships with the client. Establishes a high level of personal credibility with key client executives.
- Leverages executive sponsors and other company resources to strengthen the company’s relationship and credibility with client influencers and decision makers.
- Researches and understands the client’s industry. Deeply understands client business strategies and challenges.
- Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle. Advances opportunities that result in profitable revenue growth for the company.
- Demonstrates breadth and depth of knowledge in aligning the company’s capabilities to client business and IT priorities, and positioning relative to competitors.
- Leverages existing engagements and run-rate business to seed and grow new opportunities.
- Advocates for client needs during sales cycle and in addressing any delivery issues.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in the company-conducted surveys and reports.
- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company presence and share in the account over a 1-3 year time horizon.
- Actively drives ABP results through effective account management and reviews.
- Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. Manages a balanced pipeline representing all of the businesses being pursued.
- Engages in the Relationship Assessment Program (RAP) where possible. Implements TCE initiatives that improve the customer loyalty index.
- Identifies, nurtures, and closes new solution opportunities that result in substantial growth in the company share, revenues, and margin. Represents the entire company portfolio of products and services.
- Facilitates/engages with Solution Opportunity Approval & Review process (SOAR)
- Proactively protects the company’s position and claims company leadership positions in strategic and emerging solution areas.
- Engages partners effectively to improve win rates and delivery of selected deals.
- Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques
- Participates in/drives account Team Management
- Orchestrates all the company resources and sponsorship essential for executing the account business plan.
- Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
- Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
- Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for the company.
- Engages the company’s sales specialists, channel and alliance partners to fully leverage the company’s portfolio. Proactively engages partners to define and pursue joint growth opportunities with the account.
- Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
- Drives the account internationally/Globally
Scope and Impact
- Typically manages 1 to many accounts
- Typically qualifies and closes large deals of moderate to high complexity and cross-GBU scope.
- Works with all levels of decision-makers in the client organization
- Participates in account investment decisions in pricing and resources.
Education and Experience Required:
- University or Bachelor’s Degree; advanced degree or MBA desired
- Experience in IT industry
- Experience in broad vertical industries preferred
- Typically 8-12 years account management experience
Knowledge and Skills Required:
- Uses consultative, solution selling and business development skills at the CXO level to align the client’s business needs with the company’s solutions.
- Builds strong CXO level relationships, especially working with executives in lines of business.
- Negotiates at the CXO level.
- Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. – proactive presentation of value solutions
- Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
- Submits timely and accurate forecasts and continually coaches team to do same.
- Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
- Uses financial-selling techniques with the client and the company internal to position value and advance sales motions.
- Demonstrates strong presentation and communication skills at the executive level.
- Manages end-to-end sales processes in large deals
- Adheres to SBC and the company’s code of ethics
- Deep knowledge of the vertical industry and the client’s position, challenges and strategy within the industry including security, risk and compliance issues
- Keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions
- Strong knowledge of the company’s breadth of solutions and engages specialist resources as needed.
- Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.
- Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
- Uses expertise in specialty, consultative, solution selling and business development skills to align the client’s business needs with solution.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
- Demonstrates a successful ability to leverage the company’s portfolio of products and services to change the playing field against our competition.
- Expert in the sale of IT services and outsourcing
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