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About the Role

This role involves managing large SLED accounts in the New York and Pennsylvania territory, driving business performance, building pipeline, and orchestrating deal teams to achieve HPE's strategy and customer objectives.

Responsibilities

• Articulate the connection between customer KPIs, business priorities, and IT solutions.
• Influence customer executive decision-making by communicating the value of HPE's solutions.
• Position HPE strategy and solutions as critical to the customer's short, medium, and long-term business success.
• Understand and contribute to customer innovation agendas and digital journeys.
• Build a compelling business value framework for the customer, leveraging industry knowledge.
• Proactively build and execute plans to drive growth and profitability across HPE's portfolio.
• Continuously accelerate growth in HPE's strategic value portfolio by expanding customer network engagement.
• Formulate and present technology choices to expand HPE's presence and margin.
• Leverage HPE programs and tools to improve business performance.
• Contribute to internal reviews for deals and sales planning.
• Engage with customers to identify opportunities at all organizational levels.
• Translate customer business challenges and goals into compelling IT opportunities.
• Ensure a strong and rightsized pipeline funnel from the account team.
• Lead and govern pipeline building activities for the account.
• Identify and develop high-value opportunities for short, mid, and long-term success.
• Lead early engagements and drive deals of high complexity and size to closure.
• Maintain and develop professional relationships within the customer organization.
• Understand and leverage the customer organization's functioning principles.
• Build influential relationships with executives, including C-level.
• Define an effective engagement model with customer key influencers and decision makers.
• Develop and maintain a comprehensive view of the partner landscape within the account.
• Develop partner relationships and run an active governance process for the partner network.
• Assess and update the partner strategy for the account with the Partner Business Manager.
• Develop and update expertise in IT technology.
• Engage effectively with the customer's CTO/CIO.
• Articulate relevant modern IT trends to customer C-level executives.
• Describe portfolio pieces in detail and reference their use in other customers.
• Mentor others within HPE.
• Build, develop, and lead the extended account team.
• Run comprehensive governance with the extended team and empower them to engage at different levels.
• Provide feedback to account team members and relevant managers.
• Work with relevant managers to provide development opportunities for extended team members.
• Provide feedback into other HPE organizations and coordinate with other customer-facing HPE organizations.
• Utilize HPE tools and processes for customer advocacy.
• Leverage tools, processes, and resources to assure customer satisfaction and loyalty.
• Own the development and execution of a comprehensive account business plan.
• Lead the effort to build and maintain strategic and tactical elements of the plan.
• Share and align the account business plan with relevant stakeholders.

Requirements

• 6+ years of account management experience.
• University or bachelor's degree preferred, or equivalent experience.
• Engineering or technology education, advanced degree or MBA desired.
• Experience in the IT industry.
• Experience working as an IT leader, within an IT department, and/or working within customers is a plus.
• Experience in vertical industry preferred.
• Strong track record of account management and sales performance.
• Experience in different sales roles is a plus.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.
• Must reside within the assigned territory.
• Ability to travel frequently (up to 40–60%) to support customer and partner engagements across the region.

Skills

• Account Management
• Sales Performance
• Big Data
• Hybrid IT
• IT Services
• Digital Business
• Information Security
• AI
• Intelligent Edge

Location

• New York
• Pennsylvania
• Remote

Work Type

• Remote/Teleworker
• Full-time

Experience Level

• Expert

Education Level

• University or bachelor's degree preferred
• Engineering or technology education
• Advanced degree or MBA desired

Salary/Compensations

• USD 221,000 - 456,500 in New York
• USD 194,500 - 456,500 in Pennsylvania

Benefits

• Comprehensive suite of benefits supporting physical, financial and emotional wellbeing.
• Programs for personal and professional development.
• Unconditional inclusion and celebration of individual uniqueness.
• Flexibility to manage work and personal needs.

About the Company

• 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.

Equal Opportunity

• 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.
• HPE is EEO Protected Veteran/ Individual with Disabilities.
• HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.