Hewlett Packard Enterprise
Technology
AccountManager-Telco
Neural analysis suggests this role is
optimal for Manager candidates.
“Account Manager - Telco at Hewlett Packard Enterprise. Skills: Account management, Sales strategy, Customer relationships, Revenue generation. 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; Achieve business performance goals
Industry & Context.
Solve complex business issues; Analyze situations and data
What They're Looking For.
Must Have
Account lead for substantial part of top account, Understands customer IT and business objectives, Drives business performance for all HPE BUs, Manages portfolio mix to optimize profitability, Accountable for pipeline, Supportive in deal closing, Orchestrates deal team, Builds customer relationship networks, Develops partner ecosystem relationships, Develops IT industry knowledge, Orchestrates extended account team, Acts as customer's advocate, Plans accounts for results, Articulates connection between customer KPIs and IT solutions, Influences customer executive decision-making, Positions HPE strategy and solutions, Understands customer innovation agenda, Builds business value framework, Builds and executes plan for growth and profitability, Drives growth in HPE's strategic value portfolio, Formulates and presents technology choices, Leverages HPE programs and tools, Contributes to internal reviews, Translates customer challenges into IT opportunities, Ensures rightsized pipeline funnel, Leads pipeline building activities, Identifies and develops opportunities, Proactively leads early engagements, Accountable for deal closure, Ensures ownership for deals, Drives deals to closure, Develops and maintains professional relationship network, Understands customer organization principles, Builds influential relationships with executives, Defines engagement model with influencers, Develops and maintains view of partner landscape, Develops partner relationships, Runs active governance process for partners, Works with Partner Business Manager, Develops and updates IT expertise, Engages with customer's CTO/CIO, Articulates modern IT trends, Describes HPE's portfolio, Builds, develops, and leads extended account team, Runs governance with extended team, Empowers account team, Establishes recurring feedback process, Provides feedback into HPE organizations, Coordinates 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
Build business value framework
Build and execute plan for growth
Drive growth in HPE's portfolio
Formulate technology choices
Present technology choices
Leverage HPE programs and tools
Improve business performance
Contribute to internal reviews
Identify customer opportunities
Translate business challenges into IT opportunities
Ensure rightsized pipeline funnel
Lead pipeline building activities
Identify and develop opportunities
Proactively lead early engagements
Drive deals to closure
Ensure ownership throughout team
Develop and maintain relationship network
Understand customer organization principles
Build influential relationships with executives
Define engagement model with influencers
Develop and maintain view of partner landscape
Develop partner relationships
Run active governance process for partners
Assess and update partner strategy
Develop and update IT expertise
Engage with customer's CTO/CIO
Articulate modern IT trends
Present IT trends to executives
Describe HPE's portfolio
Build and lead extended account team
Run governance with extended team
Empower account team members
Establish feedback process
Provide feedback to account team
Provide feedback to managers
Provide feedback into HPE organizations
Coordinate with customer facing HPE organizations
Improve customer experience
How You'll Work.
Team & Collaboration
Extended account team; Multi-disciplinary team; Partner Business Manager; Customer facing HPE organizations
Communication Scope
Executive presentations; Customer communication
Process & Methodology
Sales planning, Deal closure
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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