Enterprise Account Manager

Enterprise Account Manager - Insurance & Banking

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.

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Job Family Definition:_**

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

**_ Management Level Definition:_**

Additional Guidance/Criteria: Manages and controls activities within a sub-region or Region; Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.

**_ Responsibilities:_**
- Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Incorporates an understanding of competitive pressures for the customer and customer's industry trends into messaging into the account. Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's and relevant partner solutions, and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short and long term. Proactively leads development of a compelling business value framework for the customer, reflecting vertical industry requirements. Where appropriate, builds multiple sales motions with the customer - sell with, sell through, OEM and joint product development. In order to create a transformational business value framework, industry knowledge is often essential.
- Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Orchestrates all business units. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Runs internal reviews connected to deals and sales planning. Builds new financial and business models for different sales motions.
- Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Proactively ensures a strong and rightsized pipeline funnel from the account team at a global level, leading cooperation across geographies to ensure interlock where applicable. Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate. Identifies and develops high value opportunities for short and mid-term success. Proactively leads early engagements. Orchestrates available company and partner resources to maximize value for the customer and HPE. Accountable for deal closure. Ensures end to end clear governance and ownership throughout the team, for all deals in the pipeline, at a multi-country level for all sales motions. Drives deals of high complexity and size to closure through managing a multi-disciplinary geographically dispersed team, including partners.
- Knowingly invests in maintaining and developing a professional relationship network within the customer and partners to maximize efficiency and effectiveness for HPE and support different sales motions. Understands and leverages the underlying principles for the customer organization's functioning in detail. Builds influential relationships with customer and partner executives, including the C-level when necessary. Proactively defines an effective engagement model with the customer's key influencers and decision makers.
- Develops and maintains a comprehensive view of the partner landscape in the account - from IT, vertical industry, and Joint Go-To-Market (JGTM) perspectives. Proactively develops the partner relationship.