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.
What you need to know about the job
Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy.
Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building;
accountable for and supportive in 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. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account.
Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE.
Plans for accounts to deliver results through the financial year and beyond.
Develops a basic connection between the customer's business priorities and the plan to support those with HPE's portfolio, leveraging internal resources and support.
Builds and executes a basic plan to drive growth and profitability, based on a basic understanding of the differentiation of higher value products and services.
Engages with the customer to identify opportunities. Translates customers' basic business challenges and goals into IT opportunities.
Accountable for deal closure. Drives deals to closure through a multi-disciplinary team, including partners.
Develops an ad hoc professional network within the customer. Articulates the customer's decision making process and defines a basic engagement model.
Engages HPE Partner Business Managers to access partners and build joint solutions.
Develops basic knowledge of information technology and HPE's portfolio. Builds self-governed process for developing own skills and knowledge.
Maintains tactical relationships with extended account team members. Provides feedback when requested.
Utilizes HPE tools and processes for basic customer advocacy.
Builds basic account business plans for defined accounts, focused on tactical plans within the fiscal year.
Education and Experience
Bachelor's degree holder or above preferably in Electrical Engineering, Computer Science , IT or any relevant discipline
Less than 1 year quota carrying telesales experience preferably in IT industry
Knowledge and Skills
Drives Results : Shows strong desire to win, is persistent in face of obstacles and has a clear results orientation.
Strategic Planning : Continues to enhance basic sales planning skills.
Sales Execution : Able to deliver on short term sales engagements and objectives.
C ontinuous Learning : Continuously and actively pursues own learning.
IT Industry Acumen : Develops basic knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
HPE Portfolio Knowledge : Develops basic understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
Network / Relationship Building : Develops ability to create professional relationships; understands and leverages the value of collaboration.
Two-way communication : Able to listen actively to understand the perspectives of others. Demonstrates ability to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.
Influencing and Negotiating : Develops basic understanding of influencing and negotiation techniques.
Business Acumen : Develops basic understanding of how different parts of a business interoperate to produce business outcomes and how actions impact company results.
Develops understanding of general business concepts and the economy. Develops understanding of financial reports. Similar principles apply to public sector organizations.
Operational Excellence : Shows predictability and operational excellence both internally and externally.
Integrity : Acts with integrity even if under pressure.
Impact / Scope
Typically manages 1 to many accounts. May manage a portion of a large account, usually within an assigned geography.
Works with first-level decision-makers in the customer organization.
Exercises independent judgment within regulated procedures to take action.
Acts as a team member with instruction from Expert / Master level team leader.
Schedules and coordinates sales engagements to meet deadlines.
Typically qualifies transactional deals.
HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status