Account Manager

2 settimane fa

Lazio, Italia Hewlett Packard Enterprise A tempo pieno

Account Manager
This role has been designated as 'Edge', which means you will primarily work outside of an HPE office.
Hewlett Packard Enterprise advances the way people live and work.
We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.
We're solving the world's most complex challenges, and our people are at the forefront of progress.
In a Sales role at HPE, you'll play a part in building the future - one big idea at a time.
You'll be selling HPE products, services, software, or solutions to customers, both directly and indirectly.
Working at HPE, you'll have the resources to develop your talent and creativity.
Are you ready to unleash your potential?
**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.
Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term.
When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them.
Independently builds a compelling business value framework for the customer.
In order to create a transformational business value framework, industry knowledge is often essential.
- Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
Actively leverages HPE programs and tools (e.g.
Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
Significantly contributes to internal reviews connected to deals and sales planning.
- 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.
Proactively ensures a strong and rightsized pipeline funnel from the account team.
Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate.
Identifies and develops high value opportunities for short, mid, and long term success.
Proactively leads early engagements.
Accountable for deal closure.
Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline.
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.
Understands and leverages the underlying principles for the customer organization's functioning.
Builds influential relationships with executives including the C-level when necessary.
Proactively defines an effective engagement model with the customer's key influencers and decision makers.
- Develops and maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives.
Proactively 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.
- Constantly develops and updates expertise in IT technology.
Engages effectively with the customer's CTO/CIO.
Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate.
Describes portfolio pieces in detail and references their use in other customers.
Mentors others within HPE.
- Actively builds, develops and leads the extended account team.
Runs a comprehensive governance with the extended team and empowers the 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.
Actively works with relevant managers to provide development opportunities for extended team members.
- Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
Fully utilizes the entire set of HPE tools and processes for customer advocacy.
Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty.
- Fully owns the development and execution of a comprehensive account

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