Account Manager - Telco
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Key skills for this role
About the Role
Hewlett Packard Enterprise is seeking an experienced Account Manager to manage key Telco accounts in Riyadh. The role involves driving business performance, building customer relationships, and orchestrating deal teams to maximize HPE's presence.
Key Skills for This Role
Responsibilities
- Articulate connection between customer's KPIs and HPE solutions, influencing customer executives
- Build and execute plan to drive growth and profitability across HPE's portfolio
- Engage with customer to identify opportunities and lead pipeline building activities
- Develop and maintain professional relationship network within the customer
- Develop and maintain view of partner landscape and run governance for partner network
- Develop and update expertise in IT technology and articulate trends to customer
- Build, develop and lead extended account team
- Provide feedback into other HPE organizations to improve customer experience
- Develop and execute comprehensive account business plan
Requirements
- University or Bachelor’s Degree preferred, or equivalent experience
- Typically 6 10+ years account management experience
- Experience in IT industry preferred
- Experience in vertical industry preferred
Full Job Posting
Job Family Definition
- Manages one or several larger accounts or acts as the account lead for a substantial part of a top account.
- Understands 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.
- 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 to improve business performance.
- Engages with the customer to identify opportunities and 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.
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 supporting physical, financial and emotional wellbeing.
- Personal & Professional Development: Programs to help reach career goals.
- Unconditional Inclusion: Inclusive work environment celebrating individual uniqueness.
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