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Job ID: 1072352
Date Posted: 1/5/2021
Primary Location: Canberra, Australian Capital Territory
Job Category: Sales
Schedule: Full time
Shift: No shift premium (Australia)
Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.
HPE makes Hybrid IT simple. HPE helps customers to design the right mix of Hybrid IT to serve their unique needs. We bring next generation infrastructure that uses intelligent software to simplify and accelerate the delivery of new apps, services and business insights. Providing with new ways to deliver and manage IT on-premises and in the cloud.
We are recruiting an Enterprise Account Manager in Canberra, to manage one or several larger accounts within the Federal government sector, or acts as the account lead for a substantial part of a top account. You will understand the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. You will also drive business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. You will be accountable for pipeline building as well as accountable for and support in deal closing and orchestrating the deal team. You will build and develop relevant customer relationship networks with key influencers and decision makers in IT and business. You will also develop and engage with the extended partner ecosystem to maximize HPE’s presence in the account. You are to constantly develop information technology industry knowledge to position HPE’s portfolio in the account, at the same time orchestrate, engage, guide and provide feedback to the extended account team members. You will act as customer’s advocate inside HPE, as well as planning for accounts to deliver results through the financial year and beyond.
In a typical day as an Enterprise Account Manager, you would:
Articulate a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Influence the decision-making of customer executives through describing the value of HPE's solutions and their relevance to the customer's priorities. Position 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. Build a business value framework for the customer.
Build and execute a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Drive growth in HPE's strategic value portfolio through positioning these solutions with the customer. Formulate and present technology choices for the customer that will expand HPE's presence and margin in the account. Leverage HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Contribute to internal reviews connected to deals and sales planning.
Engage with the customer to identify opportunities. Translate customers' business challenges and goals into IT opportunities. Ensure a strong and rightsized pipeline funnel from the account team. Lead pipeline building activities for the account, involving account team members as appropriate. Identify and develop opportunities for short and mid-term success. Proactively leads early engagements. Accountable for deal closure. Ensure ownership throughout the team for the deals in the pipeline. Drive deals to closure through a multi-disciplinary team, including partners.
Develop and maintain a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understand and leverage the underlying principles for the customer organization's functioning. Build influential relationships with executives. Define an effective engagement model with the customer's key influencers and decision makers.
Develop and maintain a view of the partner landscape in the account. Develop partner relationships. Run an active governance process for the partner network for the account. Work with the Partner Business Manager to assess and update the partner strategy for the account.
Develop and update expertise in IT technology. Engage as appropriate with the customer's CTO/CIO. Articulate relevant modern trends in IT and present them to executives within the customer when appropriate. Describe HPE's portfolio and references its use in other customers.
Build, develop and lead the extended account team. Run a governance with the extended team and empowers account team to engage on different levels within the account. Establish a recurring process to provide feedback to the account team members and the relevant managers.
Provide feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Utilize HPE tools and processes for customer advocacy. Leverage the existing tools, processes and resources to assure customer satisfaction and loyalty.
Develop and execute a comprehensive account business plan for defined accounts. Manage 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.
Typically 6-10+ years account management experience.
Experience in IT industry (hardware/software) preferred. Experience working within an IT department and/or working within customers is a plus.
Experience in different sales roles is a plus.
Knowledge and Skills:
Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning: Able to skillfully articulate 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.
Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
Continuous Learning: Continuously and actively pursues own learning.
IT Industry Acumen: Builds and maintains thorough knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
Network/Relationship Building: Skilled at creating strong professional relationships; understands and leverages the value of networks and collaboration.
Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.
Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has a thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
Operational Excellence: Able to show predictability and operational excellence both internally and externally.
Integrity: Acts with integrity throughout complex situations even if under pressure.
Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.
Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.
Join us and make your mark!
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
An amazing life inside the element!
Want to know more about it? Then let’s stay connected!
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status
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With a company as vast as HPE, you never know what’s going to come up, so it keeps you on your toes, excited for the next challenge.Kristine Steeter AMS HR Operations and Global Services VP
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