Executive Account Manager V

This is a fully remote position, open to applicants in Florida, +4 more states.

📋 Description

• Establishes partnerships with C-level executives at assigned accounts.

• Articulates connections between the customer’s core KPIs.

• Develops and implements strategies to enhance growth and profitability across HPE's portfolio.

• Promotes HPE's strategic value portfolio by positioning these solutions with customers.

• Utilizes HPE programs and tools (e.g., Executive Sponsors) to engage with customers and identify opportunities.

• Translates the business challenges and goals of customers into IT opportunities.

• Ensures a robust and appropriately sized pipeline funnel from the account team.

• Leads activities focused on building the pipeline for the account.

• Aims for growth across all Business Units of HPE.

• Develops and sustains a professional network within the customer organization to enhance efficiency and effectiveness for HPE.

• Understands and applies the fundamental principles guiding the customer organization.

• Defines a model for engagement with key influencers and decision-makers at the customer’s organization.

• Maintains an overview of the partner landscape within the account.

• Cultivates partner relationships.

• Collaborates with the HPE Partner Business Manager to evaluate and refine the partner strategy for the account.

• Enhances and updates expertise in IT technology.

• Communicates relevant modern trends in IT.

• Describes HPE's portfolio and provides references from other customers.

• Builds relationships and conducts regular governance meetings with the extended account team.

• Offers feedback to account team members and relevant managers.

• Utilizes HPE tools and processes to advocate for customers.

• Leverages existing tools effectively.

• Develops and executes basic business plans for defined accounts.

• Oversees the collaborative effort to establish and maintain both strategic and tactical elements of the plan.

• Shares and aligns the business plan with the relevant stakeholders of the account.

⛳️ Requirements

• Preferred University or Bachelor's Degree.

• Typically requires 4+ years of sales experience in the tech industry.

• Highly preferred: prior experience in strategic account management and planning.

• Desired: experience in Large Enterprise Account Management.

• Preferred: experience in the IT industry.

• Plus: experience working within IT departments and/or with customers.

• Preferred: experience in a vertical industry.

• Drives Results: Demonstrates a strong will to succeed, persists in the face of challenges, and maintains a clear focus on results.

• Strategic Planning: Capable of articulating a vision for the future and a roadmap to achieve it within an account business plan, aligned with HPE strategy, direct leadership, and HPE business units.

• Sales Execution: Efficiently delivers on short-term sales engagements and objectives.

• Continuous Learning: Actively pursues ongoing personal learning.

• IT Industry Acumen: Builds and maintains a solid understanding of cutting-edge IT developments and technology trends that may impact our customers.

• HPE Portfolio Knowledge: Continuously updates knowledge of HPE products, solutions, and service offerings, including their value propositions, competitive advantages, and benefits for our customers and their customers.

• Team Leadership: Successfully leads teams (including dispersed and indirect members) through sales engagements in a complex matrix organization.

• Network/Relationship Building: Creates strong professional relationships and understands the value of networks and collaboration.

• Two-way Communication: Actively listens to understand others' perspectives and articulates value propositions, plans, and proposals in a manner relevant to the customer, partner, or internal stakeholder.

• Influencing and Negotiating: Proficiently applies influencing and negotiation techniques.

• Business Acumen: Understands how various business components interact to achieve outcomes and how actions affect company results. Possesses a solid grasp of general business concepts and the economy, including the ability to analyze financial reports for planning purposes. Similar principles apply to public sector organizations.

• Operational Excellence: Demonstrates predictability and operational excellence both internally and externally.

• Integrity: Maintains integrity in complex situations, even under pressure.

• Vertical/Industry Knowledge Preferred: Understands the customer’s industry landscape, enterprise architecture, and partner and influencer ecosystem.

• Consulting: Able to synthesize various skills and relevant knowledge to guide customers towards achieving business outcomes using HPE's portfolio.

🏝️ Benefits

• Health & Wellbeing

• Personal & Professional Development

• Unconditional Inclusion