Hewlett Packard Enterprise
Technology
AccountManager-Telco
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optimal for Manager candidates.
“Account Manager - Telco at Hewlett Packard Enterprise. Skills: Account management, Sales strategy, Customer relationships, Deal closure. Articulate connection between customer KPIs and IT solutions. Influence customer executive decision-making”
What You'll Achieve.
Deliver results through financial year; Optimize account profitability; Maximize HPE presence in account; Improve business performance; Achieve short and mid-term success
Industry & Context.
Solve complex business issues; Analyze situations and data; Evaluate multiple factors
What They're Looking For.
Must Have
Account lead for substantial part of top account, Understand customer IT and business objectives, Drive business performance for HPE BUs, Manage portfolio mix to optimize profitability, Accountable for pipeline, Supportive in deal closing, Orchestrate deal team, Build customer relationship networks, Develop partner ecosystem relationships, Develop IT industry knowledge, Orchestrate extended account team, Act as customer's advocate, Plan accounts for results, Articulate connection between customer KPIs and IT solutions, Influence customer executive decision-making, Position HPE strategy and solutions, Understand customer innovation agenda, Provide input into customer innovation agenda, Build business value framework, Build and execute plan for growth, Drive growth in HPE's strategic value portfolio, Formulate and present technology choices, Leverage HPE programs and tools, Contribute to internal reviews, Engage with customer to identify opportunities, Translate customer challenges into IT opportunities, Ensure rightsized pipeline funnel, Lead pipeline building activities, Identify and develop opportunities, Proactively lead early engagements, Accountable for deal closure, Ensure ownership for deals, Drive deals to closure, Develop and maintain professional relationship network, Understand and leverage customer organization principles, Build influential relationships with executives, Define effective engagement model, Develop and maintain view of partner landscape, Develop partner relationships, Run active governance process for partner network, Work with Partner Business Manager, Assess and update partner strategy, Develop and update IT technology expertise, Engage with customer's CTO/CIO, Articulate modern IT trends, Present IT trends to executives, Describe HPE's portfolio, Reference HPE portfolio use, Build, develop and lead extended account team, Run governance with extended team, Empower account team, Establish recurring feedback process, Provide feedback into HPE organizations, Coordinate with customer facing HPE organizations
What You'll Do.
Articulate connection between customer KPIs and IT solutions
Influence customer executive decision-making
Position HPE strategy and solutions
Understand customer innovation agenda
Provide input into customer innovation agenda
Build business value framework
Build and execute plan for growth
Drive growth in HPE's strategic value portfolio
Formulate and present technology choices
Leverage HPE programs and tools
Contribute to internal reviews
Engage with customer to identify opportunities
Translate customer challenges into IT opportunities
Ensure rightsized pipeline funnel
Lead pipeline building activities
Identify and develop opportunities
Proactively lead early engagements
Accountable for deal closure
Ensure ownership for deals
Drive deals to closure
Develop and maintain professional relationship network
Understand and leverage customer organization principles
Build influential relationships with executives
Define effective engagement model
Develop and maintain view of partner landscape
Develop partner relationships
Run active governance process for partner network
Work with Partner Business Manager
Assess and update partner strategy
Develop and update IT technology expertise
Engage with customer's CTO/CIO
Articulate modern IT trends
Present IT trends to executives
Describe HPE's portfolio
Reference HPE portfolio use
develop and lead extended account team
Run governance with extended team
Establish recurring feedback process
Provide feedback into HPE organizations
Coordinate with customer facing HPE organizations
How You'll Work.
Team & Collaboration
Extended account team; Cross-functional initiatives; Customer facing organizations
Communication Scope
Executive presentations; Customer advocacy
Process & Methodology
Sales planning, Pipeline management
Full Job Description
Account Manager - Telco 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. **Job Description:** **_Job Family Definition:_** Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. 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. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond. **_Management Level Definition:_** Applies advanced subject matter knowledge
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