Lead Account Manager - Networking

Lead Account Manager - Networking

This role has been designed as 'Hybrid' with an expectation that you will work on average 2 days per week from an HPE office.

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.

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. 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.

Responsibilities include:

• 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.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
• Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Develops and maintains comprehensive view of the partner landscape in the account.
• Constantly develops and updates expertise in IT technology.
• Actively builds, develops and leads the extended account team.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Fully owns the development and execution of a comprehensive account business plan for defined accounts.

Education and experience required:

• University or Bachelor's Degree preferred, or equivalent experience
• Typically 8+ years account management experience.
• Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus.
• (Extraordinarily) strong track record of account management and sales performance.
• Experience in different sales roles is a plus.
• Experience selling Networking technology required.
• Experience selling to very large enterprise accounts required.
• Strong preference for location of San Jose, CA

Knowledge and skills required:

• Drives Results
• Strategic Planning
• Sales Execution
• Continuous Learning
• IT Industry Acumen
• HPE Portfolio Knowledge
• Team Leadership
• Network/Relationship Building
• Two-way communication
• Influencing and Negotiating
• Business Acumen
• Operational Excellence
• Integrity
• Vertical/Industry Knowledge Preferred
• Consulting

Impact/Scope:

• Typically manages 1 to 15 accounts representing moderate to high revenue for HPE.
• 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.

Complexity:

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

Additional skills:

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Bias
• Building Rapport
• Buyer Personas
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross-Functional Teamwork
• Customer Experience Strategy
• Customer Interactions
• Design Thinking
• Empathy
• Financial Acumen
• Follow-Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity
• Long Term Planning
• Managing Ambiguity

What We Can Offer You:

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $210,500.00 - $495,000.00

HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.