Location Gurgaon Haryana 122001 Category Sales Job Type Full time Job Id 1190402 No Enterprise Account Manager This role has been designed as Hybrid with an expectation that you will work on average 2 days per week from an HPE office Who We Are 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 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 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 Proactively leads early engagements Accountable for deal closure Ensures ownership throughout the team for the deals in the pipeline Drives deals to closure through a multi-disciplinary team including partners Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE Understands and leverages the underlying principles for the customer organization s functioning Builds influential relationships with executives Defines an effective engagement model with the customer s key influencers and decision makers Develops and maintains a view of the partner landscape in the account Develops partner relationships Runs an active governance process for the partner network for the account Works with the Partner Business Manager to assess and update the partner strategy for the account Develops and updates expertise in IT technology Engages as appropriate with the customer s CTO CIO Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate Describes HPE s portfolio and references its use in other customers Builds develops and leads the extended account team Runs a governance with the extended team and empowers account team to engage on different levels within the account Establishes a recurring process to provide feedback to the account team members and the relevant managers Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience Utilizes HPE tools and processes for customer advocacy Leverages the existing tools processes and resources to assure customer satisfaction and loyalty Develops and executes a comprehensive account business plan for defined accounts Manages the collective effort to build and maintain both strategic and tactical elements of the plan Shares and aligns the plan with relevant stakeholders of the account Education and Experience University or Bachelor s Degree is must Engineering or technology education advanced degree or MBA preferred Typically 8-14 years account management experience Experience in IT industry desired Sales experience in working with large Mid - tier enterprise accounts is preferred Understanding of IT infrastructure products and services cloud offerings etc is preferred What you need to bring 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 aligned with the HPE strategy direct leadership and the HPE business units 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 with potential impacts to our customers HPE Portfolio Knowledge Builds and continually updates a thorough understanding of HPE products solutions and service offerings - their value propositions competitive differentiators and benefits to our customers and our customers customers Team Leadership Skilled at leading teams including dispersed and indirect team members successfully through sales engagements in a complex matrix organization Network Relationship Building Skilled at creating strong qualified relationships understands and leverages the value of networks and collaboration Two-way communication Able to listen actively to understand the perspectives of others and to articulate value propositions plans and proposals in language relevant to the customer partner or internal stakeholder 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 and how actions impact company results Has a thorough understanding of general business concepts and the economy Able to understand financial reports and make relevant conclusions for planning Similar principles apply to public sector organizations Operational Excellence 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 and is able to use this knowledge to build and advise the customer on its digital journey plan 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 Typically manages 1 to many accounts representing moderate revenue for HPE One or more accounts may be a large multi-national or global account May manage a portion of a large Top Account usually within an assigned geography 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 Orchestrates regional pursuit resources for the account Participates in account investment decisions about pricing and resources Complexity Leads complex sales engagements project management and coordination to meet deadlines Typically oversees engagements with cross-BU portfolio solutions Additional Skills Accountability Accountability Active Learning Active Listening Assertiveness Bias Building Rapport Buyer Personas Coaching Complex Sales Creativity Critical Thinking Cross-Functional Teamwork Customer Experience Strategy Customer Interactions Design Thinking Empathy Financial Acumen Follow-Through Growth Mindset Identifying Sales Opportunities Industry Knowledge Intellectual Curiosity Inactive Long Term Planning Managing Ambiguity 6 more What We Can Offer You Health Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical financial and emotional wellbeing Personal Professional Development We also invest in your career because the better you are the better we all are We have specific programs catered to helping you reach any career goals you have whether you want to become a knowledge expert in your field or apply your skills to another division Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness 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 Let s Stay Connected Follow HPECareers on Instagram to see the latest on people culture and tech at HPE india salesJob SalesJob Level Expert 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 Please click here Equal Employment Opportunity Hewlett Packard Enterprise 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