Account Manager - Telco

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.

• 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 through 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.
• When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them.
• Builds a business value framework for the customer.
• Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
• Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
• Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
• Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
• Contributes to internal reviews connected to deals and sales planning.
• Engages with the customer to 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, involving account team members as appropriate.
• Identifies and develops opportunities for short and mid-term success.
• Proactively leads early engagements.
• Accountable for deal closure.
• Ensures ownership throughout the team for the deals in the pipeline.
• Drives deals to closure through a multi-disciplinary team, including partners.
• 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.
• Builds influential relationships with executives.
• Defines an effective engagement model with the customer's key influencers and decision makers.
• Develops and maintains a view of the partner landscape in the account.
• 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.
• Develops and updates expertise in IT technology.
• Engages as appropriate with the customer's CTO/CIO.
• Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate.
• Describes HPE's portfolio and references its use in other customers.
• Builds, develops and leads the extended account team.
• Runs governance with the extended team and empowers 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.
• Provides feedback into other HPE organizations and coordinates with other customer-facing HPE organizations to improve the customer experience.
• Utilizes HPE tools and processes for customer advocacy.
• Leverages existing tools, processes and resources to assure customer satisfaction and loyalty.

• University or Bachelor’s Degree preferred, or equivalent experience.
• Engineering or technology education, advanced degree or MBA desired.
• Typically 6-10+ years account management experience.
• Experience in IT industry preferred.
• Experience working within an IT department and/or working within customers is a plus.
• Experience in vertical industry preferred.
• Experience in different sales roles is a plus.

• Drives Results:
  Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning:
  Able to skillfully articulate a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy.
• Sales Execution:
  Able to efficiently deliver on short‑term sales engagements and…