Hewlett Packard Enterprise
SLED Account Manager - Western North Carolina
Hewlett Packard Enterprise, Raleigh, North Carolina, United States
SLED Account Manager – Western North Carolina
Remote/Teleworker – work primarily from home.
Who We Are Hewlett Packard Enterprise is a 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 value diverse backgrounds and provide 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.
Responsibilities
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 customer executives through describing the value of HPE’s solutions and their relevance to the customer’s priorities. Position HPE strategy and solutions so the customer sees HPE as critically important to their business. When appropriate, understand the customer’s innovation agenda and digital journey and provide 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 lead 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 reference its use in other customers.
Build, develop and lead the extended account team. Run governance with the extended team and empower account team to engage on different levels within the account. Establish a recurring process to provide feedback to the account team members and relevant managers.
Provide feedback into other HPE organizations and coordinate 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. Share and align 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 networking industry preferred; experience working within an IT department and/or with customers is a plus.
Experience in vertical industry preferred.
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 HPE strategy, direct leadership, and 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.
Additional Skills
Accountability, Active Learning, 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, Long Term Planning, Managing Ambiguity
What We Can Offer You Health & Wellbeing We strive to provide team members and their loved ones with a comprehensive suite of benefits that support physical, financial and emotional wellbeing.
Personal & Professional Development We invest in your career because the better you are, the better we all are. We have 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 value diverse backgrounds and allow flexibility to manage work and personal needs. We make bold moves together and are a force for good.
Let’s Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. Our goal is one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Equal Employment Opportunity .
Hewlett Packard Enterprise is EEO Protected Veteran/Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE‑authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
HPE, its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
Key Details Location: North Carolina, United States – Western North Carolina (Raleigh‑Durham‑Chapel Hill Area). Salary: USD Annual Salary $194,500.00 – $456,500.00.
Job Level: Expert. Employment Type: Full‑time. Job Function: Sales and Business Development. Industries: IT Services and IT Consulting.
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Who We Are Hewlett Packard Enterprise is a 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 value diverse backgrounds and provide 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.
Responsibilities
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 customer executives through describing the value of HPE’s solutions and their relevance to the customer’s priorities. Position HPE strategy and solutions so the customer sees HPE as critically important to their business. When appropriate, understand the customer’s innovation agenda and digital journey and provide 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 lead 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 reference its use in other customers.
Build, develop and lead the extended account team. Run governance with the extended team and empower account team to engage on different levels within the account. Establish a recurring process to provide feedback to the account team members and relevant managers.
Provide feedback into other HPE organizations and coordinate 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. Share and align 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 networking industry preferred; experience working within an IT department and/or with customers is a plus.
Experience in vertical industry preferred.
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 HPE strategy, direct leadership, and 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.
Additional Skills
Accountability, Active Learning, 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, Long Term Planning, Managing Ambiguity
What We Can Offer You Health & Wellbeing We strive to provide team members and their loved ones with a comprehensive suite of benefits that support physical, financial and emotional wellbeing.
Personal & Professional Development We invest in your career because the better you are, the better we all are. We have 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 value diverse backgrounds and allow flexibility to manage work and personal needs. We make bold moves together and are a force for good.
Let’s Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. Our goal is one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Equal Employment Opportunity .
Hewlett Packard Enterprise is EEO Protected Veteran/Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE‑authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
HPE, its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
Key Details Location: North Carolina, United States – Western North Carolina (Raleigh‑Durham‑Chapel Hill Area). Salary: USD Annual Salary $194,500.00 – $456,500.00.
Job Level: Expert. Employment Type: Full‑time. Job Function: Sales and Business Development. Industries: IT Services and IT Consulting.
#J-18808-Ljbffr