The Account Manager is responsible for managing one or several larger accounts or a significant segment of a top account. The role focuses on driving business performance, maximizing account profitability, and strengthening HPE's presence through strategic account management, solution positioning, and customer value delivery.
Management Level Definition:
- Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert.
- Contributes to new ideas, methods, and process improvements.
- Works on complex problems requiring in-depth analysis of multiple factors.
- Leads or provides expertise to functional project teams and participates in cross-functional initiatives.
- Exercises independent judgment to determine the best methods for achieving objectives.
- Provides mentoring and guidance to junior team members and represents HPE externally.
Key Responsibilities:
- Understand the customer's IT and business objectives, challenges, and priorities, and align HPE solutions to add value.
- Influence executive decision-making by demonstrating the relevance of HPE solutions to customer priorities.
- Build a business value framework and execute account strategies to drive growth and profitability across HPE's portfolio.
- Identify opportunities within accounts, translate business challenges into IT solutions, and maintain a strong sales pipeline.
- Lead deal orchestration and closure, coordinating cross-functional teams including partners.
- Develop and maintain strong professional relationships with customer executives, key influencers, and decision-makers.
- Manage partner networks to maximize HPE presence and account effectiveness.
- Stay informed on IT industry trends, innovation agendas, and emerging customer priorities to strategically position HPE offerings.
- Build, develop, and lead the extended account team, establish governance processes, and provide recurring feedback.
- Develop and execute comprehensive account business plans, aligning strategic and tactical objectives.
Education and Experience:
- University or bachelor's degree preferred; advanced degree or MBA desired.
- 510+ years of account management experience; 15+ years in IT industry preferred.
- Experience working in customer IT departments or vertical industries is a plus.
- Exposure to multiple sales roles or managing large enterprise accounts is advantageous.
Knowledge and Skills:
- Drives Results: Persistent, goal-oriented, and able to overcome obstacles.
- Strategic Planning: Ability to articulate vision and actionable account plans aligned with HPE strategy.
- Sales Execution: Efficiently deliver on short-term sales objectives and complex deal closures.
- IT Industry Acumen: Thorough knowledge of IT developments and technology trends with business impacts.
- HPE Portfolio Knowledge: Understanding of HPE products, solutions, services, value propositions, and competitive differentiators.
- Team Leadership: Ability to lead distributed teams through complex account management engagements.
- Business Acumen: Understands business operations, financial reports, enterprise outcomes, and multi-BU account dynamics.
- Operational Excellence & Integrity: Ensures predictable and reliable execution while maintaining ethical standards.
Impact / Scope:
- Manages accounts representing moderate to high revenue for HPE.
- May manage a portion of a top multinational or global account within an assigned geography.
- Qualifies and closes large, moderately-to-highly complex deals across business units.
- Engages with all levels of customer decision-makers.
- Orchestrates regional resources for account success and participates in account investment decisions.
