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Enterprise Account Manager, Telco Industry

40 days ago: Hewlett Packard Enterprise Company

Job Description

Enterprise Account Manager, Telco IndustryPrimary LocationJakarta, Jakarta Special Capital Region, Indonesia
+ Overview
+ What you need to know about the job
+ Testimonials
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Overview
At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.
We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.
Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry. Some people call it an obsession, we call it a way of life.
Status:Full-Time
Level:Mid
Travel:No
Glassdoor Rating: 70%
Success Profile
What makes for a successful career at HPE?
Check out the top traits
we're looking for and see if you have the right mix.
Good listener8
Goal-oriented9
Proactive8
Communicator10
Relationship expertise7
Results-driven10
110
+ Competitive
+ Confident
+ Personable
+ Technologically savvy
+ Achiever

What you need to know about the jobJob ID1027218Date posted8/13/2018Primary LocationJakarta, Jakarta Special Capital Region, IndonesiaJob CategorySalesScheduleFull timeShiftNo shift premium (Indonesia)
Hewlett Packard Enterprise is an industry leading Technology Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.
Learning does not only happen through training. Relationships are among the most powerful ways for people to learn and grow, and this is part of our HPE culture. In addition to working alongside talented colleagues, you will have many opportunities to learn through coaching and stretch assignment opportunities. You’ll be guided by feedback and support to accelerate your learning and maximize your knowledge. We also have a “reverse mentoring” program which allows us to share our knowledge and strengths across our multi-generation workforce.
At Hewlett Packard Enterprise, we’re tackling the biggest challenges – and combining our legacy of innovation with a bold new goal to accelerate everything we do. Our engineers work across multiple disciplines and fearlessly create the solutions that make tomorrow more efficient. Ready to change the world? No one’s doing it faster.
In a typical day as an Enterprise Account Manager for Telco Industry, you would
Serve as the business sales lead for an enterprise account or other large accounts, and may also act as the account lead for a substantial area of a Corporate Account. Understand a client’s critical business priorities and supporting IT challenges and requirements. Focus on driving value for the client, while maximizing competitive share, revenue, and margin for the company. Identify, qualify, and close new business that results in substantial incremental revenue and margins to the company in addition to maintaining and expanding existing product and solution offerings.
Responsible for representing company’s portfolio of products and services in a concise, relevant way that resonates with customers and highlights company’s key competitive strengths to drive a purchase decision. Accountable for achieving sales goals. May coordinate the overall account management activities with other company Business Organizations. May also be supported by presales, product/service specialists and inside sales support resources. These jobs focus on selling to customers, typically through work that occurs outside ‘the company’s’ offices.
+ Use consultative, solution selling and business development skills at the CXO level to align the client's business needs with the company's solutions.
+ Highly developed business development and negotiation skills at the CXO level.
+ Focus on client's key business challenges and drivers to position himself/herself as a trusted advisor at the CxO level.
+ Leverage executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.
+ Research and understand the client's industry, and develops a core understanding of client business needs and challenges.
+ Use a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.
+ Demonstrate breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
+ Advocate for client needs during sales cycle and in addressing any delivery issues.
+ Maintain high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
+ Build and orchestrate sales pipeline activity. Ensure active nurturing of deals and movement of opportunities to close.
+ Nurture and close new solution opportunities that result in incremental orders, revenue, and margin to the company. Represent the entire company portfolio of products and services.
+ Engage with Solution Opportunity Approval & Review process (SOAR).
+ Protect company's position and focuses on generating new business.
+ Engage partners effectively to improve win rates and delivery of selected deals.
+ Meet or exceed quarterly and annual revenue & margin quotas. Use margin management techniques.
+ Participate in/drives Account Team Management.
+ Orchestrate all company resources essential for executing the account business plan, including sponsors.
+ Engage and manage team members in presales, sales specialists and inside sales to support complex deals.
+ Drive integrated planning and execution; coordinate both sales and BU delivery organizations to ensure aligned client engagement and service.
+ Effectively engage and leverage executive sponsors.
+ Engage company sales specialists, channel and alliance partners to fully leverage company's portfolio and improve win rate of selective deals.
+ Interface with both internal and external industry experts to anticipate client needs and facilitate solution development.
+ Drive the account internationally/Globally.

If you…
+ Typically 5-8 years account management experience, especially in Telco industry.
+ Leverage existing relationships and builds new relationships with executives in the business and in IT.
+ Negotiate at the business manager and IT executive level.
+ Focus on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.
+ Submit timely and accurate forecasts and continually coaches team to do same.
+ Knowledge of basic financial- selling concepts in support of business cases for company solutions.
+ Resource and lead successful dedicated global virtual teams.
+ Demonstrate strong presentation and communication skills at the business manager level.

+ Solid knowledge of the company's breadth of solutions and engage appropriate specialist resources as needed.
+ Apply specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
+ Use knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.
+ Conceptualize and articulate well-targeted solutions in area of technical specialty -- from proposal to contract sign-off.
+ Demonstrate high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.
+ Competent in the sale of IT services and outsourcing.
…then, apply now!
We offer:
• A competitive salary and extensive social benefits
• Diverse and dynamic work environment
• Work-life balance and support for career development
• Want to know more about HPE? Then let’s stay connected!
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https://twitter.com/HPE_Careers
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Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

Enterprise Account Manager, Telco IndustryPrimary LocationJakarta, Jakarta Special Capital Region, Indonesia+ Overview+ What you need to know about the job+ Testimonials+ Related Content+ MapOverviewAt Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values: partner, innovate and act.Our legacy inspires us as we forge ahead, always...