Enterprise Account Manager

Hewlett Packard Enterprise; Amstelveen; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Hewlett Packard Enterprise in Amstelveen is seeking an Enterprise Account Manager to lead strategic engagement with major customers in a hybrid work model, with two days per week in an HPE office. You will drive growth by aligning IT solutions with business priorities, orchestrating deal teams, and maintaining a strong pipeline across the portfolio.

The role requires 6–10+ years in account management within IT, a solid business acumen, and proven ability to influence executives.

Qualifications

• 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.

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 through 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.
• When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them.
• Builds a business value framework for the customer.
• Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
• Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
• Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
• Leverages HPE programs and tools to improve business performance.
• Contributes to internal reviews connected to deals and sales planning.
• Engages with the customer to identify opportunities.
• Translates customers' business challenges and goals into IT opportunities.
• Ensures a strong and rightsized pipeline funnel from the account team.
• Leads pipeline building activities for the account, involving account team members as appropriate.
• Identifies and develops opportunities for short and mid-term success.
• Proactively leads early engagements.
• Accountable for deal closure.
• Ensures ownership throughout the team for the deals in the pipeline.
• Drives deals to closure through a multi-disciplinary team, including partners.
• Develops and maintains 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.
• Defines an effective engagement model with the customer's key influencers and decision makers.
• Develops and maintains a view of the partner landscape in the account.
• 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.
• Develops and updates expertise in IT technology.
• Engages as appropriate with the customer's CTO/CIO.
• Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate.
• Describes HPE's portfolio and references its use in other customers.
• Builds, develops and leads the extended account team.
• Runs a governance with the extended team and empowers 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.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Utilizes HPE tools and processes for customer advocacy.
• Leverages the existing tools, processes and resources to assure customer satisfaction and loyalty.
• Develops and executes a comprehensive account business plan for defined accounts.
• Manages 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.

Skills

Account management

Sales leadership

Strategic planning

Executive relationships

Sales execution

IT industry knowledge

Education

Bachelor’s degree or equivalent experience

Engineering/technology degree or MBA desired

Job description

Enterprise Account Manager

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week 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: Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

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 through 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.
• When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them.
• Builds a business value framework for the customer.
• Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
• Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
• Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
• Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
• Contributes to internal reviews connected to deals and sales planning.
• Engages with the customer to identify opportunities.
• Translates customers' business challenges and goals into IT opportunities.
• Ensures a strong and rightsized pipeline funnel from the account team.
• Leads pipeline building activities for the account, involving account team members as appropriate.
• Identifies and develops opportunities for short and mid-term success.
• Proactively leads early engagements.
• Accountable for deal closure.
• Ensures ownership throughout the team for the deals in the pipeline.
• Drives deals to closure through a multi-disciplinary team, including partners.
• Develops and maintains 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.
• Defines an effective engagement model with the customer's key influencers and decision makers.
• Develops and maintains a view of the partner landscape in the account.
• 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.
• Develops and updates expertise in IT technology.
• Engages as appropriate with the customer's CTO/CIO.
• Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate.
• Describes HPE's portfolio and references its use in other customers.
• Builds, develops and leads the extended account team.
• Runs a governance with the extended team and empowers 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.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Utilizes HPE tools and processes for customer advocacy.
• Leverages the existing tools, processes and resources to assure customer satisfaction and loyalty.
• Develops and executes a comprehensive account business plan for defined accounts.
• Manages 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 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/Scope:

• 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.

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.

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.

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.

Job:

Sales

Job Level:

Expert

Equal Employment Opportunity Statement:

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Equal Employment Opportunity

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. All legitimate job opportunities will come through official company channels, and candidates are responsible for verifying the credentials of any third party claiming to represent the company. If you suspect recruitment fraud, do not share personal information or make any payments and report the incident to your local authorities immediately.

E-Verify

HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information.

EEO/DEI/Disability Reporting

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Inclusion Statement

We also want to ensure people with disabilities have reasonable accommodations throughout the interview and selection process to help them navigate the process and find a career path that works best for them. We provide accommodations for promising and high potential Talent

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data. Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation. To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.