SLED Enterprise Account Manager

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Oversee one or more significant SLED accounts or take charge of a major aspect of a primary account.

• Comprehend customer IT and business goals, priorities, requirements, and obstacles.

• Execute HPE strategy and enhance business performance across HPE business units.

• Manage the portfolio mix to maximize account profitability.

• Create a pipeline and assist in driving deal closures.

• Establish customer relationship networks with IT and business influencers as well as decision-makers.

• Cultivate and engage with the extended partner ecosystem.

• Build IT industry expertise and effectively position HPE’s portfolio.

• Guide, orchestrate, and provide feedback to extended account team members.

• Act as the customer's representative within HPE.

• Strategically plan accounts to achieve results throughout and beyond the financial year.

• Link customer KPIs and business priorities to IT solutions.

• Persuade customer executives, including C-level stakeholders, by articulating the value of HPE solutions.

• Position HPE strategy and solutions for short-, medium-, and long-term customer relevance.

• Contribute to customers' innovation agendas and digital transformations.

• Construct business value frameworks and convert business challenges into IT opportunities.

• Foster growth and profitability across HPE’s portfolio.

• Formulate and present technology options that enhance HPE's presence and account margin.

• Utilize HPE programs and tools to boost business performance.

• Participate in deal reviews and sales planning.

• Identify and cultivate high-value opportunities.

• Lead initial engagements and oversee pipeline-building activities.

• Bring complex, large deals to closure through multidisciplinary teams and partners.

• Develop and sustain executive relationship networks within customer organizations.

• Define engagement models with customer influencers and decision-makers.

• Formulate partner strategies and oversee the account partner network.

• Collaborate with customer CTOs and CIOs to present relevant IT trends.

• Describe HPE portfolio components and their applications in other customer contexts.

• Mentor and lead the extended account team.

• Establish ongoing feedback and development processes for account team members.

• Coordinate with customer-facing HPE organizations to enhance customer experience.

• Utilize HPE tools, processes, and resources to ensure customer satisfaction and loyalty.

• Own and implement comprehensive account business plans in alignment with stakeholders.

⛳️ Requirements

• A minimum of 6 years of account management experience.

• A university or bachelor’s degree is preferred, or equivalent experience.

• An educational background in engineering or technology, with an advanced degree or MBA is desired.

• Experience within the IT industry is essential.

• A strong history of account management and sales success.

• Previous experience as an IT leader, in an IT department, or with customers is advantageous.

• Background in a vertical industry is preferred.

• Experience in various sales roles is beneficial.

• Familiarity with big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge is preferred.

• Must reside within the designated territory.

• Willingness to travel frequently, up to 40–60%, for customer and partner interactions across the region.

🏝️ Benefits

• Health and wellness benefits that support physical, financial, and emotional well-being.

• Opportunities for personal and professional development.

• Career advancement options to become a subject matter expert or apply skills in another division.

• An inclusive workplace that celebrates individual uniqueness.

• Flexible work arrangements to balance work and personal needs.

• Options for remote/teleworker work arrangements.

• Sales compensation package including base salary and target-level sales compensation.

• Employee benefits information available through HPE Rewards.

• Reasonable accommodations provided during the application or interview process.