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Account Manager I
This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.
Who We Are:
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. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
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:
Applies basic foundation of a function's principles, theories and concepts to assignments of limited scope. Uses professional concepts and theoretical knowledge acquired through specialized training, education or previous experience. Develops expertise and practical knowledge of applications within business environment. Acts as team member by providing information, analysis and recommendations in support of team efforts. Exercises independent judgment within defined parameters.
Responsibilities:
Develops a basic connection between the customer's business priorities and the plan to support those with HPE's portfolio, leveraging internal resources and support.
Builds and executes a basic plan to drive growth and profitability, based on a basic understanding of the differentiation of higher value products and services.
Engages with the customer to identify opportunities. Translates customers' basic business challenges and goals into IT opportunities. Accountable for deal closure. Drives deals to closure through a multi-disciplinary team, including partners.
Develops an ad hoc professional network within the customer. Articulates the customer's decision making process and defines a basic engagement model.
Engages HPE Partner Business Managers to access partners and build joint solutions.
Develops basic knowledge of information technology and HPE's portfolio. Builds self-governed process for developing own skills and knowledge.
Maintains tactical relationships with extended account team members. Provides feedback when requested.
Utilizes HPE tools and processes for basic customer advocacy.
Builds basic account business plans for defined accounts, focused on tactical plans within the fiscal year.
Education and Experience Required:
University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education is a plus.
Typically 1-3+ years sales experience.
Experience in IT industry preferred.
Experience in vertical industry preferred.
Knowledge and Skills:
Drives Results: Shows strong desire to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning: Continues to enhance basic sales planning skills.
Sales Execution: Able to deliver on short term sales engagements and objectives.
Continuous Learning: Continuously and actively pursues own learning.
IT Industry Acumen: Develops basic knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge: Develops basic understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
Network/Relationship Building: Develops ability to create professional relationships; understands and leverages the value of collaboration.
Two-way communication: Able to listen actively to understand the perspectives of others. Demonstrates ability to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.
Influencing and Negotiating: Develops basic understanding of influencing and negotiation techniques.
Business Acumen: Develops basic understanding of how different parts of a business interoperate to produce business outcomes and how actions impact company results. Develops understanding of general business concepts and the economy. Develops understanding of financial reports. Similar principles apply to public sector organizations.
Operational Excellence: Shows predictability and operational excellence both internally and externally.
Integrity: Acts with integrity even if under pressure.
Impact/Scope:
Typically manages 1 to many accounts. May manage a portion of a large account, usually within an assigned geography.
Works with first-level decision-makers in the customer organization.
Exercises independent judgment within regulated procedures to take action.
Acts as a team member with instruction from Expert/Master level team leader.
Complexity:
Schedules and coordinates sales engagements to meet deadlines.
Typically qualifies transactional deals.
Additional Skills:
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Dealing with Ambiguity, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, New Business Acquisition {+ 6 more}
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job:
Sales
Job Level:
Entry
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
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