Senior Account Manager, Ericsson USA

Hewlett Packard Enterprise•Frisco, TX

34d•Hybrid

About The Position

Senior Account Manager, Ericsson USA This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office. Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: The Ericsson global account Senior Account Manager role proactively hunts, builds and executes a plan to drive growth and profitability across HPE's portfolio into the North American Telecommunications Operators and other key Ericsson-influenced entities, in a structured and recurring way. The successful candidate will have a proven track record demonstrating not only successful sales results but also be able to demonstrate the ability to develop and nurture critical customer relationships, both client-facing and HPE internal. The successful candidate will ultimately be expected to develop a collaborative ecosystem leading to sustainable growth in the region.

Requirements

University or Bachelor’s Degree preferred
Telecommunications and other industry vertical experience is a big plus and key differentiator.
Typically 10-12+ years account management experience.
Experience leading global teams preferred.
Experience in IT industry.
P&L and risk management skills and experience preferred.
International, multi-cultural expérience a plus.
Experience targeting or ‘hunting’ for new accounts required
Experience selling to Telco accounts or Financial Services accounts strongly preferred.
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
Continuous Learning: Continuously and actively pursues own learning and fosters ongoing learning and development among direct and indirect reports.
Telco Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge Telco industry developments and technological trends with potential impacts to our customers.
Additional Skills: Accountability, Accountability, Active Learning (Inactive), 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 + 6 more

Responsibilities

Orchestrates communication across all business units.
Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer.
Formulates and presents technological 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.
Runs internal reviews connected to deals and sales planning.
Builds new financial and business models for different sales motions.
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 at a global level, leading cooperation across geographies to ensure interlock where applicable.
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 and mid-term success.
Proactively leads early engagements.
Orchestrates available company and partner resources to maximize value for the customer and HPE.
Accountable for deal closure.
Ensures end to end clear governance and ownership throughout the team, for all deals in the pipeline, at a global level for all sales motions.
Drives deal with high complexity and size to closure through managing a multi-disciplinary geographically dispersed team, including partners.
Knowingly invests in maintaining and developing a professional relationship network within the customer and partners to maximize efficiency and effectiveness for HPE and support different sales motions.
Understands and leverages the underlying principles for customer organization's functioning in detail.
Builds influential relationships with customer and partner executives, including the C-level when necessary.
Proactively defines the right 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 IT, vertical industry, and Joint Go-To-Market (JGTM) perspectives.
Proactively owns and develops the partner relationship.
Leads active governance for the partner network for the account and for JGTM efforts.
Works with the Partner Business Managers internationally to assess and update the partner strategy for the account.
Works with technology partners to build offerings for JGTM where appropriate.
Develops a clear understanding of the customer's innovation agenda and anticipated implementation plan, and plans HPE's contribution to this agenda.
Where appropriate, works with HPE's business units to influence HPE's roadmaps, so HPE can better contribute to customer's innovation.
Works with HPE's business units to develop new business models to match customers’ innovation agenda and increase HPE's long term relevance to the customer and industry.
Provides feedback into other HPE organizations and coordinates with other customers 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.
Champions formal Total Customer Experience (TCE) process for the customer.
Accountable for building and executing action plans to improve TCE on on-going basis.
Fully owns the development and execution of the HPE Account Business Plan for the Ericsson account, including international business and various sales motions.
Leads the collective effort to build and maintain both strategic and tactical elements of the plan.
Shares and aligns the plan with relevant stakeholders; provides input for geography plans where appropriate.
Organizes the extended team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance.

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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