Enterprise Account Manager - Retail & Manufacturing

We are seeking an experienced Executive Account Manager to drive strategic growth across a portfolio of retail, insurance, manufacturing, and hospitality customers throughout the Northeast region. This individual will serve as a trusted advisor to executive stakeholders, develop long-term account strategies, and lead cross-functional teams to expand HPE's footprint across networking, hybrid cloud, AI, compute, storage, and services solutions.

The ideal candidate brings a consultative sales approach, strong executive presence, and a proven track record of growing complex enterprise accounts. We are looking for someone who can build lasting customer relationships, identify transformational business opportunities, and position HPE as a strategic technology partner rather than a transactional vendor.

Responsibilities:

• 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 a 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 the existing tools, processes and resources to assure customer satisfaction and loyalty.

• Develops and executes a comprehensive account business plan for defined accounts. Manages 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.

Education and Experience:

• University or bachelor’s degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.

• 6+ years of enterprise technology sales or strategic account management experience

• Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.

• Experience in different sales roles is a plus.

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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