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Key skills for this role
Role Overview
Manage one or more larger accounts or act as account lead for a substantial part of a top account.
Understand customer IT and business objectives, priorities, requirements, and challenges.
Drive business performance across HPE business units and manage portfolio mix to optimize account profitability.
Build pipeline, support deal closure, and orchestrate the deal team.
Develop customer relationships with key IT and business influencers and decision makers.
Engage the extended partner ecosystem to maximize HPE's presence in the account.
Develop technology industry knowledge to position HPE's portfolio.
Plan account activity to deliver results through the financial year and beyond.
Key Skills for This Role
Full Job Posting
Workplace
- The role is hybrid, with an average requirement of two days per week from an HPE office.
About HPE
HPE is a global edge-to-cloud company focused on connecting, protecting, analyzing, and acting on data and applications.
HPE's Global Sales organization includes sales, presales, service, and support professionals serving customers across multiple geographies.
Job Family Definition
Manage one or more larger accounts or act as account lead for a substantial part of a top account.
Understand customer IT and business objectives, priorities, requirements, and challenges.
Drive business performance across HPE business units and manage portfolio mix to optimize account profitability.
Build pipeline, support deal closure, and orchestrate the deal team.
Develop customer relationships with key IT and business influencers and decision makers.
Engage the extended partner ecosystem to maximize HPE's presence in the account.
Develop technology industry knowledge to position HPE's portfolio.
Plan account activity to deliver results through the financial year and beyond.
Management Level Definition
- Apply advanced subject matter knowledge to solve complex business issues.
- Work on complex problems requiring in-depth evaluation of multiple factors.
- Lead or provide expertise to functional project teams and cross-functional initiatives.
- Guide process improvements and help establish policies.
- Represent the organization to external customers and clients.
- Exercise significant independent judgment to determine methods for achieving objectives.
- May provide mentoring and guidance to lower-level employees.
What You’ll Do
- Connect customer KPIs and business priorities to IT solution plans and build a customer business value framework.
- Influence customer executives and position HPE strategy and solutions around customer priorities.
- Build and execute recurring plans for growth and profitability across HPE's portfolio.
- Position strategic solutions, formulate technology choices, and use HPE programs to improve account performance.
- Contribute to deal reviews and sales planning.
- Identify customer opportunities and translate business challenges into IT opportunities.
- Lead pipeline-building activities, early engagements, and deal closure for the account.
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