The SLED Account Manager serves as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry. The role requires understanding a client’s key business and IT challenges and delivering IT solutions that drive value while maximizing revenue and margin for HPE. The position is supported primarily by pre-sales and inside sales resources and may involve remote engagement with customers.
Requirements
- Articulate the link between the customer’s core KPIs, business priorities, and the plan to support the customer with IT solutions.
- Influence executive-level decision-making by describing the value of HPE solutions and their relevance to the customer’s priorities.
- Build a business value framework for the customer and position HPE strategy and solutions as critical to the customer’s business.
- Develop and execute a plan to drive growth and profitability across HPE’s portfolio in a structured, recurring manner.
- Drive growth in HPE’s strategic value portfolio by positioning solutions with the customer and formulating technology choices that expand HPE’s presence and margin.
- Leverage HPE programs and tools (e.g., Executive Sponsors, BU deal support, supply chain programs) to improve business performance.
- Engage with the customer to identify opportunities, translate business challenges into IT opportunities, and maintain a strong, rightsized pipeline funnel.
- Lead pipeline-building activities with account teams, identify and develop opportunities for short- and mid-term success, and drive deals to closure with a multi-disciplinary team, including partners.
- Develop and maintain a professional relationship network within the customer to maximize efficiency and effectiveness and establish an effective engagement model with key influencers and decision makers.
- Maintain an understanding of the partner landscape within the account and manage partner relationships with active governance.
- Develop expertise in IT technology and engage with the customer’s CTO/CIO as appropriate, articulating relevant modern trends and referencing the use of HPE portfolio in other cases.
- Build, develop, and lead the extended account team, establishing governance and feedback processes for account team members and management.
- Provide feedback to other HPE organizations to improve customer experience and leverage tools and processes to ensure satisfaction and loyalty.
- Develop and execute a comprehensive account business plan, managing both strategic and tactical elements and aligning with stakeholders.
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
