SLED Enterprise Account Manager - NY/PA

Hewlett Packard Enterprise • New York, NY

3d • $194,500 - $456,500 • Remote

About The Position

Hewlett Packard Enterprise (HPE) is seeking an Enterprise Account Manager (EAM) to cover large State, Local, and Education (SLED) accounts in the New York and Pennsylvania territory. This role is designated as ‘Remote/Teleworker’, meaning the primary work location will be from home. HPE is a global edge-to-cloud company focused on helping organizations connect, protect, analyze, and act on their data and applications wherever they reside. The company fosters a culture of innovation, values diverse backgrounds, and offers flexibility for employees to manage work and personal needs. This role offers opportunities for career growth within HPE.

Requirements

• 6+ years account management experience.
• University or bachelor's degree preferred, or equivalent experience.
• Engineering or technology education, advanced degree or MBA desired.
• 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.
• 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.
• Must reside within the assigned territory with the ability to travel frequently (up to 40–60%) to support customer and partner engagements across the region.

Responsibilities

• Manages one or several larger accounts or acts as the account lead for a substantial part of a top account.
• Understands customer’s IT and business objectives, priorities, requirements, and challenges, and implements HPE’s strategy to add value.
• Drives business performance for all HPE Business Units (BUs) and manages the portfolio mix to optimize account profitability.
• Accountable for pipeline building, deal closing, and orchestrating the deal team.
• Builds and develops relevant customer relationship networks with key influencers and decision-makers in IT and business.
• Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account.
• Continuously develops information technology industry knowledge to position HPE’s portfolio effectively within the account.
• Orchestrates, engages, guides, and provides feedback to extended account team members.
• Acts as the customer’s advocate within HPE.
• Plans for accounts to deliver results throughout the financial year and beyond.
• Articulates the connection between customer KPIs, business priorities, and initiatives, and the plan to support the customer with IT solutions.
• Influences customer executive decision-making, including C-level, by credibly describing the value of HPE's solutions and their relevance to customer priorities.
• Positions HPE strategy and solutions to demonstrate their critical importance to the customer's business in the short, medium, and long term.
• Understands the customer's innovation agenda and digital journey, and contributes to them when appropriate.
• Independently builds a compelling business value framework for the customer, utilizing industry knowledge where essential.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio in a structured and recurring manner.
• Continuously accelerates growth in HPE's strategic value portfolio by positioning these solutions with an ever-widening network within a customer.
• Formulates and presents technology choices to 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, 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 by managing a multi-disciplinary team, including partners.
• 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 a 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 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 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.

Benefits

• Health & Wellbeing comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development programs catered to helping you reach any career goals.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.
• Flexibility to manage our work and personal needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: Associate degree