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Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Manages several larger US Navy/Marine Corps accounts. 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 accounts. Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts. 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.

Responsibilities

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
• Influences the decision-making of customer executives through describing the value of HPE's solutions and their relevance to the customer's priorities.
• Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business.
• Builds a business value framework for the customer.
• Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
• Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account.
• Engages with the customer to identify opportunities and translates customers' business challenges and goals into IT opportunities.
• Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Develops and maintains a view of the partner landscape in the account and runs an active governance process for the partner network.
• Develops and updates expertise in IT technology and engages as appropriate with the customer's CTO/CIO.
• Builds, develops and leads the extended account team.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Develops and executes a comprehensive account business plan for defined accounts.

Qualifications

• 6+ years account management experience.
• 5+ Years of military experience with the US Navy/Marine Corps or selling to the US Navy/Marine Corps.
• Secret security clearance is required; TS is preferred.
• Experience in IT industry preferred.
• 5+ years of experience dealing with Federal funding and contracting processes.
• University or Bachelor’s Degree preferred, or equivalent experience.
• Engineering or technology education, advanced degree or MBA desired.

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.
• 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.
• HPE Portfolio Knowledge: Builds and continually updates a thorough understanding of HPE products, solutions, and service offerings.
• Team Leadership: Skilled at leading teams successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Skilled at creating strong professional relationships.
• Two-way communication: Able to listen actively to understand the perspectives of others.
• 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.
• 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 and can 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.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach career goals.
• Unconditional Inclusion: Inclusive work environment that celebrates individual uniqueness.