Account Manager V

Overview

Account Manager V is a senior, onsite sales role at HPE responsible for growing and managing strategic accounts, including large and complex deals, through executive relationships, partner governance and an extended account team.

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 the decision-making of customer executives, including the C-level, by credibly 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 in the short, medium and long term.
• When appropriate, understand the customer's innovation agenda and digital journey, and contribute to it.
• Independently build a compelling business value framework for the customer.
• Proactively build and execute a plan to drive growth and profitability across HPE's portfolio in a structured and recurring way.
• Continuously accelerate growth in HPE's strategic value portfolio by positioning these solutions across an ever-widening network within the customer.
• Formulate and present technology choices that expand HPE's presence and margin in the account.
• Actively leverage HPE programs and tools (e.g. Executive Sponsors, BU deal support, supply chain programs) to improve business performance.
• Significantly contribute to internal reviews connected to deals and sales planning.
• Actively engage the customer to identify opportunities, starting from the higher levels of the customer organization.
• Translate customers' business challenges and goals into IT opportunities in a compelling way.
• Proactively ensure a strong and right-sized pipeline funnel from the account team.
• Lead and govern pipeline-building activities for the account, delegating to other account team members as appropriate.
• Identify and develop high-value opportunities for short, mid and long term success.
• Proactively lead early engagements and be accountable for deal closure.
• Ensure end-to-end clear governance and ownership throughout the team and across all deals in the pipeline.
• Drive deals of high complexity and size to closure by managing a multi-disciplinary team, including partners.
• Maintain and develop a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Build influential relationships with executives, including the C-level, when necessary.
• Proactively define an effective engagement model with the customer's key influencers and decision makers.
• Develop and maintain a comprehensive view of the partner landscape in the account, from both IT and vertical industry perspectives.
• Proactively develop partner relationships and run an active governance process for the partner network for the account.
• Work with the Partner Business Manager to assess and update the partner strategy for the account.
• Constantly develop and update expertise in IT technology, engage effectively with the customer's CTO/CIO, and present relevant modern IT trends to the C-level when appropriate.
• Describe portfolio pieces in detail and reference their use in other customers.
• Mentor others within HPE.
• Actively build, develop and lead the extended account team, running comprehensive governance and providing recurring feedback to team members and relevant managers.
• Provide feedback into other HPE organizations and coordinate with other customer-facing HPE organizations to improve the customer experience.
• Fully utilize HPE tools and processes for customer advocacy and maintain a high level of customer satisfaction and loyalty.
• Fully own the development and execution of a comprehensive account business plan for defined accounts, building and maintaining both strategic and tactical elements and aligning the plan with relevant stakeholders.

What you'll need

• University or Bachelor's degree, or equivalent experience.
• Typically 8-12+ years of account management experience.
• Experience in the IT industry.
• Extraordinarily strong track record of account management and sales performance.

Nice to have

• Engineering or technology education, advanced degree or MBA.
• Experience working as an IT leader, within an IT department, and/or working within customers.
• Experience in a vertical industry.
• Experience in different sales roles.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge.

Details

• Onsite role, with an expectation to primarily work from an HPE office.
• Location: Mumbai, Maharashtra, India.
• Job level: Master; job family: Sales.