Enterprise Account Manager – Public Sector

🕒 Fevereiro 18

🏛️ District of Columbia, Maryland – Remoto

🏛️ District of Columbia – Remote 🦀 Maryland – Remote

💵 $194.500 - $456.500 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

💰 Gerente de Contas

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Hewlett Packard Enterprise

SiteLinkedInTodas as Vagas

10.000+ funcionários

Fundada em 2015

🏢 Corporativo

🔧 Hardware

☁️ SaaS

Enterprise • Hardware • SaaS

LinkedIn oficial da Hewlett Packard Enterprise, a empresa global de edge-to-cloud. Compartilhando nossa paixão e propósito por meio da tecnologia e inovação.

Descrição

• 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 account, 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 maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. • Proactively 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. • Constantly develops and updates expertise in IT technology. • Engages effectively with the customer's CTO/CIO. • Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate. • Describes portfolio pieces in detail and references their use in other customers. • Mentors others within HPE. • Actively builds, develops and leads the extended account team. • Runs a comprehensive governance with the extended team and empowers the 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. • Actively works with relevant managers to provide development opportunities for extended team members. • Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. • Fully utilizes the entire set of HPE tools and processes for customer advocacy. • Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty. • Fully owns the development and execution of a comprehensive account business plan for defined accounts. • Leads the collective effort to build and maintain both strategic and tactical elements of the plan. • Shares and aligns the plan with relevant stakeholders of the account.

🎯 Requisitos

• University or Bachelor's Degree preferred, or equivalent experience. • Engineering or technology education, advanced degree or MBA desired. • Public Sector experience required. • Typically 6-10+ years account management experience. • Experience in IT industry. • Experience working as an IT leader, within an IT department, and/or working within customers is a plus. • Experience in vertical industry preferred. • (Extraordinarily) strong track record of account management and sales performance. • Experience in different sales roles is a plus. • Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

🏖️ Benefícios

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