Enterprise Account Manager - US Army

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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:

Manages one or several larger US Army accounts. 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.

Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have. This role will be working with the US Army, due to the responsibilities of the role- US citizenship is required.

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 including the C-level through credibly 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 in the short, medium, and long term.
Independently builds a compelling business value framework for the customer.
Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
Significantly contributes to internal reviews connected to deals and sales planning.
Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
Translates customers' business challenges and goals into IT opportunities in a compelling way.
Proactively ensures a strong and rightsized pipeline funnel from the account team.
Leads and governs pipeline building activities for the accounts, delegating to other account team members as appropriate.
Identifies and develops high value opportunities for short-, mid-, and long-term success.
Proactively leads early engagements.
Accountable for deal closure.
Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline.
Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.
Knowingly invests in maintaining and developing 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 including the C-level when necessary.
Proactively defines an effective engagement model with the customer's key influencers and decision makers.
Develops and maintain relevant stakeholders of the account.

Education and Experience:

5+ years account management experience.
5+ Years of military experience with the US Army or selling to this customer.
5+ years Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.
Proven history of managing and exceeding quotas in Sales roles, ability to manage current accounts with a major focus on bringing in and developing net new business.
Experience in IT industry.
Experience working as an IT leader, within an IT department, and/or working within customers is a plus.
Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have.
Experience dealing with Federal funding and contracting processes.
University or bachelor’s degree preferred, or equivalent experience.
Engineering or technology education, advanced degree or MBA desired.

Knowledge and Skills:

Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning: Exceptional at articulating 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, and shares knowledge with team members.
IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; 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 highly relevant to the customer, partner or internal stakeholder.
Influencing and Negotiating: Understands and expertly 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. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning.
Operational Excellence: Consistently 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 to high 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 vertical. 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, including C-Level. Orchestrates regional pursuit resources for the account. Participates in account investment decisions about pricing and resources.

Complexity:

Leads highly complex sales engagements, project management and coordination to meet customer deadlines. Typically oversees engagements with cross-BU portfolio solutions.

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.

Let's Stay Connected:

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