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Account Manager

Hewlett Packard Enterprise | HPE
الرياض, KSA
Full Time
Senior
Onsite
2 weeks ago
Account ManagementStrategic PlanningSales ExecutionIT Industry KnowledgeHPE Portfolio KnowledgeTeam Leadership
Free

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Account ManagementStrategic PlanningSales Execution
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Job Description

  • 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

  • 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 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 that HPE is critically important to their business.
  • When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them.
  • Builds a business value framework for the customer.
  • Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
  • Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
  • Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
  • 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.

Education and Experience

  • University or Bachelor’s Degree preferred, or equivalent experience.
  • Engineering or technology education, advanced degree or MBA desired.
  • Typically 6 10+ years account management experience.
  • Experience in IT industry preferred.
  • Experience working within an IT department and/or working within customers is a plus.
  • Experience in vertical industry preferred.
  • Experience in different sales roles is a plus.

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 skillfully articulate a vision for the future and a path to achieve it in an account business plan.
  • 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 thorough knowledge of cutting edge IT industry developments and technology trends.
  • HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings.
  • Team Leadership: Skilled at leading teams successfully through sales engagements in a complex matrix organization.
  • Network/Relationship Building: Skilled at creating strong professional relationships.
  • Two way communication: Able to listen actively and articulate value propositions.
  • Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
  • Business Acumen: Understands how different parts of a business interoperate to produce business outcomes.
  • Operational Excellence: Able to show predictability and operational excellence both internally and externally.

What We Can Offer You

  • Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
  • Personal & Professional Development: Programs catered to helping you reach any career goals.
  • Unconditional Inclusion: Inclusive work environment celebrating individual uniqueness.

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