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Job Description
Client/Account Relationship
- Builds strong professional working relationships with the client, including key IT and business executives.
- Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.
- Researches and understands the client's industry, and develops a core understanding of client business needs and challenges.
- Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.
- Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
- 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 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.
- 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.
- Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company. Represents the entire company portfolio of products and services.
- Engages with Solution Opportunity Approval & Review process (SOAR).
- Protects company's position and focuses on generating new business.
- 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 company resources essential for executing the account business plan, including sponsors.
- 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.
- Effectively engages and leverages executive sponsors.
- Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio and improve win rate of selective deals.
- Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.
- Drives the account internationally/Globally.
Job Requirements
Education and Experience
- University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
- Typically 6-10+ years account management experience.
- Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.
- Experience in vertical industry preferred.
- Experience in different sales roles is a plus.
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 skillfully 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 thorough knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
- HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
- Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
- Network/Relationship Building: Skilled at creating 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 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: 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, 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.
Impact/Scopt
- Typically manages 1 to many accounts representing moderate revenue for HPE. One or more accounts may be a large multi-national or global account. May manage a portion of a large Top Account, usually within an assigned geography.
- Typically qualifies and closes large deals of moderate to high complexity and cross-BU scope.
- Works with all levels of decision-makers in the customer organization.
- Orchestrates regional pursuit resources for the account.
- Participates in account investment decisions about pricing and resources.
Complexity
- Leads complex sales engagements, project management and coordination to meet deadlines.
- Typically oversees engagements with cross-BU portfolio solutions.
