Account Executive, Retail Lead

Hewlett Packard Enterprise•Frisco, TX

3d•Remote

About The Position

This Enterprise Account Executive role is responsible for the regional strategy with oversight of a major retail customer within the HPE Retail Sales Vertical. The Enterprise Account Executive: Links customer KPIs, priorities, and initiatives to IT solutions. Integrates competitive pressures and industry trends into account messaging. Influences executives, including C-level, by credibly presenting HPE and partner solution value aligned to customer priorities. Positions HPE as critical to the customer’s short- and long-term success. Leads development of a business value framework reflecting industry needs; builds multiple sales motions. Retail industry knowledge is essential. Executes a structured plan to drive growth and profitability across HPE’s portfolio, coordinating all business units. Expands HPE’s strategic value portfolio through broader customer networks. Presents technology options that increase HPE’s presence/margin; leverages programs/tools to improve performance; builds new financial/business models. Translates customer challenges and goals into compelling IT opportunities. Maintains a global pipeline, coordinating across geographies; identifies high-value opportunities; leads early engagements; drives complex, high-value deals to closure with multi-disciplinary teams. Builds and sustains influential networks with customers and partners; defines effective engagement with key decision makers. Maintains a complete view of partner landscape; develops relationships; governs partner network and joint go-to-market strategies; collaborates with technology partners on offerings. Understands customer innovation agenda; plans HPE’s role in achieving it. Continuously updates IT expertise; engages with CTO/CIO; shares relevant trends; details portfolio applications; mentors HPE staff. Leads and develops extended account team; runs governance processes; provides feedback and growth opportunities; may manage direct reports. Coordinates with other HPE teams to improve customer experience; leverages tools/processes; champions Total Customer Experience with ongoing improvement plans. Owns creation and execution of the Account Business Plan; aligns with stakeholders; adapts resources to maximize performance and coverage.

Requirements

University or Bachelor’s Degree preferred, or equivalent experience.
Engineering or technology education, advanced degree or MBA desired.
Typically 10+ years account management experience.
Experience in tech industry.
Experience working as an tech sales leader, within a matrixed environment is preferred
Demonstrated sales and sales management success.
5+ years’ experience leading high performing sales teams preferred.
IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
Vertical knowledge of Retail industries.
Comprehensive HPE Portfolio Knowledge and understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
People Management and virtual leadership skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity (Inactive)
Long Term Planning
Managing Ambiguity

Nice To Haves

Engineering or technology education, advanced degree or MBA desired.
Experience working as an tech sales leader, within a matrixed environment is preferred
5+ years’ experience leading high performing sales teams preferred.

Responsibilities

Links customer KPIs, priorities, and initiatives to IT solutions.
Integrates competitive pressures and industry trends into account messaging.
Influences executives, including C-level, by credibly presenting HPE and partner solution value aligned to customer priorities.
Positions HPE as critical to the customer’s short- and long-term success.
Leads development of a business value framework reflecting industry needs; builds multiple sales motions.
Executes a structured plan to drive growth and profitability across HPE’s portfolio, coordinating all business units.
Expands HPE’s strategic value portfolio through broader customer networks.
Presents technology options that increase HPE’s presence/margin; leverages programs/tools to improve performance; builds new financial/business models.
Translates customer challenges and goals into compelling IT opportunities.
Maintains a global pipeline, coordinating across geographies; identifies high-value opportunities; leads early engagements; drives complex, high-value deals to closure with multi-disciplinary teams.
Builds and sustains influential networks with customers and partners; defines effective engagement with key decision makers.
Maintains a complete view of partner landscape; develops relationships; governs partner network and joint go-to-market strategies; collaborates with technology partners on offerings.
Understands customer innovation agenda; plans HPE’s role in achieving it.
Continuously updates IT expertise; engages with CTO/CIO; shares relevant trends; details portfolio applications; mentors HPE staff.
Leads and develops extended account team; runs governance processes; provides feedback and growth opportunities; may manage direct reports.
Coordinates with other HPE teams to improve customer experience; leverages tools/processes; champions Total Customer Experience with ongoing improvement plans.
Owns creation and execution of the Account Business Plan; aligns with stakeholders; adapts resources to maximize performance and coverage.

Benefits

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

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