Enterprise Account Manager - IT Infrastructure
- Hewlett Packard
- 7 to 12 Yrs
- Bengaluru
- 5 years ago
- Email to a friend
- Report this job
Job Description
Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customers IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPEs 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 HPEs presence in the account. Constantly develops information technology industry knowledge to position HPEs portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customers advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond. Responsibilities: Articulates a connection between the customer's core KPIs, business priorities and initiatives, and HPE's plan to support these with IT solutions. Influences the decision-making of customer executives through 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 how HPE is important to their business. Builds and executes a plan to drive growth and profitability across HPE's portfolio.
Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Contributes to internal reviews connected to deals and sales planning. Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the account, involving account team members as appropriate. Identifies and develops opportunities for short and mid-term success. Accountable for deal closure. Drives deals to closure through a multi-disciplinary team, including partners. Develops and maintains 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. Defines an engagement model with the customer's key influencers and decision makers. Develops and maintains an overview of the partner's landscape in the account. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the account. Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers. Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools, processes and resources to assure customer satisfaction and loyalty. Builds and executes basic account business plans for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.
Education and Experience: University or Bachelors Degree preferred, or equivalent experience. Engineering or technology education is a plus. Typically 8+ years sales experience. Account management experience desired. Experience in IT industry preferred. Experience working within IT department and/or within customers is a plus. Experience in vertical industry preferred. Knowledge and Skills: Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation. Strategic Planning: Able to articulate 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. IT Industry Acumen: Builds and maintains solid knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
Employement Category:
Employement Type: Full timeIndustry: IT - Software
Role Category: Sales / BD
Functional Area: Not Applicable
Role/Responsibilies: Enterprise Account Manager - IT Infrastructure
Contact Details:
Company Name: Hewlett ackardLocation(s): Bengaluru
Keyskills: customer relationship
Similar positions
Hewlett Packard
Hewlett Packard Enterprise is an industry leading Technology Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world mak...
Job Listings
We are in open beta version of website, please let us know if any issues, at: info(at)indigojobs.in
