Enterprise Account Manager - Retail & Manufacturing

Hewlett Packard Enterprise • New York, NY

1d • $231,000 - $543,000 • Remote

About The Position

Hewlett Packard Enterprise is seeking an experienced account manager to drive strategic growth across retail, insurance, manufacturing, and hospitality customers in the Northeast region. The role serves as a trusted advisor to executive stakeholders, develops long-term account strategies, and leads cross-functional teams to expand HPE’s footprint across networking, hybrid cloud, AI, compute, storage, and services. The successful candidate uses a consultative sales approach, demonstrates strong executive presence, and has a track record of growing complex enterprise accounts and positioning HPE as a strategic technology partner.

The position is designated Remote/Teleworker, with work primarily performed from home. Preferred candidates reside in Maryland and support customers throughout the Northeast. Travel is expected to be approximately 25–40%, depending on customer location and business needs.

The role typically manages one or more accounts representing moderate revenue, potentially including large multinational or global accounts or a portion of a large account within an assigned geography. It qualifies and closes large, moderately to highly complex deals spanning multiple business units, works with decision-makers at all levels, orchestrates regional pursuit resources, and participates in account investment decisions related to pricing and resources.

Requirements

• At least 6 years of enterprise technology sales or strategic account management experience.
• Ability to drive results, persist through obstacles, and maintain a strong results orientation.
• Ability to articulate a future vision and account-plan path aligned with HPE strategy, leadership, and business units.
• Ability to execute short-term sales engagements and objectives efficiently.
• Strong team leadership skills, including leading dispersed and indirect team members in a complex matrix organization.
• Ability to build professional relationships and networks and collaborate effectively.
• Strong listening and communication skills, including the ability to express plans and value propositions in language relevant to customers, partners, and internal stakeholders.
• Ability to influence and negotiate effectively.
• Business acumen, including understanding business operations and outcomes, interpreting financial reports, and drawing conclusions relevant to planning.
• Operational excellence and predictability in internal and external work.
• Integrity in complex situations, including under pressure.
• Ability to synthesize relevant skills and knowledge to guide customers toward business outcomes using HPE’s portfolio.

Nice To Haves

• University or bachelor’s degree, or equivalent experience.
• Engineering or technology education, an advanced degree, or an MBA.
• Experience in the IT industry; experience working within an IT department or with customers is a plus.
• Experience in different sales roles.
• Residence in Maryland, supporting customers throughout the Northeast region.
• Experience supporting retail, insurance, manufacturing, or hospitality customers.
• Knowledge of customer industry landscapes, enterprise architecture, and partner and influencer ecosystems, and the ability to use that knowledge to advise customers on their digital journeys.
• Thorough knowledge of HPE products, solutions, and services, including their value propositions, competitive differentiators, and customer benefits.
• Knowledge of current IT industry developments and technology trends and their potential impact on customers.

Responsibilities

• Connect customers’ core KPIs, business priorities, and initiatives to IT solutions; influence executive decisions by explaining the relevance and value of HPE solutions; contribute to customers’ innovation agendas and digital journeys; and build business-value frameworks.
• Develop and execute structured, recurring plans to grow account revenue and profitability across HPE’s portfolio, including strategic-value solutions, and present technology choices that expand HPE’s presence and margin.
• Use HPE programs and tools, such as executive sponsors, business-unit deal support, and supply-chain programs, to improve performance; contribute to deal reviews and sales planning.
• Identify customer opportunities and translate business challenges and goals into IT opportunities; build and maintain a strong, appropriately sized account pipeline; lead pipeline-building activities and early engagements; and drive deals through closure with multidisciplinary teams and partners.
• Develop and maintain professional relationships across customer organizations, including influential executive relationships, and define effective engagement models with key influencers and decision-makers.
• Maintain an understanding of the customer’s organization and partner landscape; develop partner relationships and account-level partner governance; and work with the Partner Business Manager to assess and update partner strategy.
• Develop and update IT technology expertise; engage with customer CTOs and CIOs as appropriate; explain relevant technology trends to customer executives; and describe HPE’s portfolio and its use by other customers.
• Build, develop, and lead the extended account team; establish team governance and recurring feedback processes; and empower team members to engage at different levels of the customer organization.
• Provide feedback to other HPE organizations and coordinate with customer-facing teams to improve customer experience, satisfaction, and loyalty using HPE tools and processes.
• Develop and execute comprehensive account business plans, maintain their strategic and tactical elements, and align plans with relevant stakeholders.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Career development programs to help employees pursue career goals and develop expertise or apply skills in another division.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed