Account Manager

Overview

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account, understanding the customer's IT and business objectives and driving HPE business performance and pipeline across all HPE business units.

What you'll do

• Articulate a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
• Influence customer executives' decision-making by describing the value of HPE's solutions and their relevance to the customer's priorities.
• Position HPE strategy and solutions so the customer sees HPE as critically important to their business.
• Build a business value framework for the customer.
• Build and execute a plan to drive growth and profitability across HPE's portfolio in a structured and recurring way.
• Drive growth in HPE's strategic value portfolio by positioning these solutions with the customer.
• Formulate and present technology choices that will expand HPE's presence and margin in the account.
• Leverage HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
• Contribute to internal reviews connected to deals and sales planning.
• Engage with the customer to identify opportunities and translate customers' business challenges and goals into IT opportunities.
• Ensure a strong and rightsized pipeline funnel from the account team and lead pipeline building activities for the account.
• Identify and develop opportunities for short and mid-term success and proactively lead early engagements.
• Be accountable for deal closure, ensuring ownership throughout the team and driving deals to closure through a multi-disciplinary team, including partners.
• Develop and maintain a professional relationship network within the customer and build influential relationships with executives.
• Define an effective engagement model with the customer's key influencers and decision makers.
• Develop and maintain a view of the partner landscape in the account, develop partner relationships, and run an active governance process for the partner network.
• Work with the Partner Business Manager to assess and update the partner strategy for the account.
• Develop and update expertise in IT technology, engage with the customer's CTO/CIO as appropriate, and articulate modern IT trends to customer executives.
• Describe HPE's portfolio and reference its use in other customers.
• Build, develop and lead the extended account team, running governance and establishing a recurring process to provide feedback to account team members and relevant managers.
• Provide feedback into other HPE organizations and coordinate with other customer-facing HPE organizations to improve the customer experience.
• Utilize HPE tools and processes for customer advocacy and leverage existing tools, processes and resources to assure customer satisfaction and loyalty.
• Develop and execute a comprehensive account business plan for defined accounts, managing the collective effort to build and maintain its strategic and tactical elements and sharing it with relevant account stakeholders.

What you'll need

• University or Bachelor's Degree, or equivalent experience.
• Typically 6-10+ years account management experience.

Nice to have

• Engineering or technology education, advanced degree or MBA.
• Experience in IT industry.
• Experience working within an IT department and/or working within customers.
• Experience in vertical industry.
• Experience in different sales roles.

Details

• Location: Bengaluru, Karnātaka, India.
• Work mode: Hybrid, with an average requirement to work 2 days per week from an HPE office.
• Job level: Expert; Sales.