Account Manager Hunting

Hewlett Packard Enterprise; Puteaux; On-site; EUR 80,000 - 110,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Job summary

Hewlett Packard Enterprise is seeking an Account Manager Hunting to lead strategic relationships and drive growth for key accounts from its offices in Île-de-France. This role emphasizes building value with IT and business stakeholders, aligning HPE solutions to customer priorities, and managing a robust account plan across the portfolio.

The role requires experience in enterprise IT sales, cross-functional leadership, and the ability to articulate a compelling business case to C-level

Qualifications

• Bachelor's degree or equivalent; Engineering or technology background preferred.
• 8-12+ years of account management experience with a proven track record.
• Experience in IT industry and working with executives preferred.
• Strong understanding of business drivers and technology value in enterprise settings.

Responsibilities

• Articulates how customer KPIs map to IT solutions and HPE plans.
• Influences and engages customer executives including C-levels.
• Leads cross-functional teams to close deals and drive portfolio growth.
• Manages a comprehensive account business plan and governance across the team.
• Develops and maintains relationships with key decision makers and partners.

Skills

Strategic planning

Sales execution

Networking

Two-way comm

Negotiation

Business acumen

Education

Bachelor's degree or equivalent

Engineering/Tech background

8-12+ years account management

IT industry experience

Job description

Account Manager Hunting

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from 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 varied 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: Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

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. Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's 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, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer. 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. 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. Significantly contributes to internal reviews connected to deals and sales planning. 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. 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, mid, and long term success. Proactively leads early engagements. Accountable for deal closure. Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline. Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners. Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's functioning. Builds influential relationships with 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 comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account. Constantly develops and updates expertise in IT technology. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE. Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers. Actively works with relevant managers to provide development opportunities for extended team members. Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Fully utilizes the entire set of HPE tools and processes for customer advocacy. Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty. Fully owns the development and execution of a comprehensive account business plan for defined accounts. Leads the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.

Education and Experience

University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired. Typically 8-12+ years account management experience. Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus. Experience in vertical industry preferred. (Extraordinarily) strong track record of account management and sales performance. Experience in different sales roles is a plus. Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Knowledge and Skills Drives Results

Shows strong will to win, is persistent in face of obstacles and has a clear results orientation. Strategic Planning: Exceptional at articulating 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, and shares knowledge with team members. IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers. HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers. Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization. Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; 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 highly relevant to the customer, partner or internal stakeholder. Influencing and Negotiating: Understands and expertly 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. Demonstrates 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: Consistently 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/Scope

Typically manages 1 to many accounts representing moderate to high 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, including C-Level. Orchestrates regional pursuit resources for the account. Participates in account investment decisions about pricing and resources. Complexity Leads highly complex sales engagements, project management and coordination to meet customer deadlines. Typically oversees engagements with cross-BU portfolio solutions.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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: Master

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