Senior Account Manager

Senior Account Manager

HPE - Hewlett Packard Enterprise

Diegem, Belgium

Manages one or several larger accounts. 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.

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 including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities.
  • Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
  • Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.
  • 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 - from both IT and vertical industry perspectives.
  • Constantly develops and updates expertise in IT technology.

Education and Experience

  • University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
  • Typically 8-12+ 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.
  • Experience in vertical industry preferred.
  • (Extraordinarily) strong track record of account management and sales performance.
  • Needs to be bi-lingual (NL (or F) and E). Tri-lingual (F/NL/E) is a big 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: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
  • Continuous Learning: Continuously and actively pursues own learning, and shares knowledge with team members.
  • IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
  • HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings.
  • Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
  • Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally.
  • Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals.
  • Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques.
  • Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results.
  • Operational Excellence: Consistently able to show predictability and operational excellence both internally and externally.
  • Integrity: Acts with integrity throughout complex situations even if under pressure.
  • Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem.
  • Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.

Impact/Scope

  • Manages 1 to 10 accounts representing high revenue for HPE. One or more accounts may be a large multi-national or global account.
  • 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.

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© EuroJobsites 2020

EuroJobsites is a registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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