Public Sector Account Manager

Client/Account Relationship

  • Builds strong professional working C-level relationships with the client. Establishes a high level of personal credibility as a trusted advisor to key client executives.
  • Leverages executive sponsors and other company resources to strengthen the company’s relationship and credibility with client influencers and decision makers.
  • Engages in the Relationship Assessment Program (RAP) where possible. Implements TCE initiatives that improve the customer loyalty index.
  • 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.

Business Management

  • Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company’s presence and share in the account.
  • 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.
  • Identifies, nurtures, and closes new solution opportunities that result in substantial growth in the company’s 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 the company leadership positions in strategic and emerging solution areas.
  • Proactively engages and manages partners to strengthen solution capabilities and drive greater value for the client and the company.
  • Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques
  • Participates in/drives account Team Management
  • Orchestrates all the company’s 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 including the CEO.
  • 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 vertical industry preferred
  • Typically 12 years account management experience
  • Extraordinarily strong track record of account management and sales performance

Knowledge and Skills Required:

Account/Business Development

  • Uses consultative, solution selling and business development skills at the CXO level to align the client’s business needs with
  • ‘s solutions.
  • Highly developed business development and negotiation skills at the CXO level.
  • Focuses on client’s key business challenges and drivers to position himself/herself as a trusted advisor at the CxO level.
  • Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.
  • Submits timely and accurate forecasts and continually coaches team to do same.

Account/Team Leadership

  • Creates an account governance plan where EAM identifies, and leads the account team appropriately for the client’s needs and styles to continue to move a deal forward.
  • Coaches teams on their individual contribution to their success in achieving the targeted business results.
  • Strong coaching and team leadership skills.
  • In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
  • Develops a comprehensive business-case approach in crafting client proposals and in the company-internal requests for resource and / or investments.
  • Attracts, leads, and retains global resources.
  • Expertise in managing end-to-end sales processes involving complex, multi-portfolio, large deals.
  • Demonstrates strong presentation and communication skills at the client CEO level.
  • Adheres to SBC and the company’s code of ethics

Industry Acumen

  • 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 industry trends as related to opportunities to create added value for the client.
  • Demonstrates strong presentation and communication skills.
  • Applies IT best practices specific to the client’s industry.

Portfolio Knowledge

  • Knows the company’s broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.

Specialty Knowledge

  • 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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