Account Manager III

Account Manager III

Hybrid role: expected to work an average of 2 days per week from an HPE office.

• Articulates a connection between the customer's core KPIs
• Builds and executes a plan to drive growth and profitability across HPE's portfolio
• Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer
• Leverages HPE programs and tools (e.g., Executive Sponsors) to engage the customer and 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
• 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
• Defines an engagement model with the customer's key influencers and decision makers
• Develops and maintains an overview of the partner landscape in the account
• Develops partner relationships and works with the HPE Partner Business Manager to assess and update the partner strategy for the account
• Develops and updates expertise in IT technology and articulates relevant modern IT trends
• Describes HPE's portfolio and references its use in other customers
• Builds relationships and runs regular account governance with the extended account team
• Provides feedback to the account team members and relevant managers
• Utilizes HPE tools and processes for customer advocacy
• Builds and executes basic account business plans for defined accounts, managing both strategic and tactical elements
• Shares and aligns the plan with relevant stakeholders of the account

• University or Bachelor's Degree preferred
• Typically 4‑8+ years of sales experience
• Account management experience desired
• Experience in the IT industry preferred
• Experience working within an IT department and/or within customers is a plus
• Experience in a vertical industry preferred

• Drives Results: shows strong will to win, persistence in the face of obstacles, and a clear results orientation
• Strategic Planning: articulates a vision for the future and a path to achieve it in an account business plan, aligned with HPE strategy and business units
• Sales Execution: delivers efficiently on short‑term sales engagements and objectives
• Continuous Learning: actively pursues own learning
• IT Industry Acumen: maintains solid knowledge of cutting‑edge IT developments and technology trends with potential impacts to customers
• HPE Portfolio Knowledge: builds and continually updates a solid understanding of HPE products, solutions, and services, including value propositions and competitive differentiators
• Team Leadership: leads teams (including dispersed and indirect members) successfully through sales engagements in a complex matrix organization
• Network/Relationship Building: creates strong professional relationships and leverages the value of networks and collaboration
• Two‑way Communication: actively listens to understand perspectives and articulates value propositions, plans, and proposals in language relevant to customers, partners, or internal stakeholders
• Influencing and Negotiating: employs influencing and negotiation techniques effectively
• Business Acumen: understands how different parts of a business interoperate to produce outcomes, interprets financial reports, and makes relevant conclusions for planning (applicable to public sector organizations as well)
• Operational Excellence: demonstrates predictability and operational excellence both internally and externally
• Integrity: acts with integrity throughout complex situations even under pressure
• Vertical/Industry Knowledge Preferred: understands the customer’s industry landscape, enterprise architecture, and partner/influencer ecosystem
• Consulting: synthesizes skills and knowledge to guide customers through achieving business outcomes leveraging HPE’s portfolio

• Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking,…