[Remote] Enterprise Account Manager- US Army

Note: The job is a remote job and is open to candidates in USA. Hewlett Packard Enterprise is a global edge-to-cloud company that helps organizations connect and manage their data and applications. The Enterprise Account Manager for the US Army will manage key accounts, drive business performance, and build relationships with decision-makers while ensuring the alignment of HPE's IT solutions with customer objectives.


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 accounts, 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 maintain relevant stakeholders of the account

Skills

  • 5+ years account management experience
  • 5+ Years of military experience with the US Army or selling to this customer
  • 5+ years Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired
  • Proven history of managing and exceeding quotas in Sales roles, ability to manage current accounts with a major focus on bringing in and developing net new business
  • Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus
  • Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have
  • Experience dealing with Federal funding and contracting processes
  • University or bachelor's degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired
  • 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
  • Sales Execution: Able to efficiently deliver on short term sales engagements and objectives
  • 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 - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers
  • 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; 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 highly relevant to the customer, partner or internal stakeholder
  • 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. Demonstrates 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: Consistently able to show predictability and operational excellence both internally and externally
  • Integrity: Acts with integrity throughout complex situations even if under pressure
  • Active Government Security clearance preferred, must be eligible for Security Clearance if you do not have
  • University or bachelor's degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired
  • 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

Benefits

  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Company Overview

  • Hewlett Packard Enterprise is an edge-to-cloud company that uses comprehensive solutions to accelerate business outcomes. It was founded in 1939, and is headquartered in Spring, Texas, USA, with a workforce of 10001+ employees. Its website is https://www.hpe.com.

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