Enterprise Account Manager (Public Sector)

Enterprise Account Manager (Public Sector)
Hewlett Packard Enterprise is looking for an Enterprise Account Manager for the Public Sector, working as a remote/teleworker primarily from home.

Who We Are
Hewlett Packard Enterprise is the 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, offer flexibility to manage work and personal needs, and are a force for good.

Key Responsibilities

Articulates a two‑way connection between the customers core KPIs, business priorities, and initiatives, and the plan to support the customer with IT solutions. Influences the decision‑making of customer executives including the C‑level through credibly describing the value of HPEs solutions and their relevance to the customers priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer. In order to create a transformational business value framework, industry knowledge is often essential.

Proactively builds and executes a plan to drive growth and profitability across HPE’s portfolio, in a structured and recurring way. Continuously accelerates growth in HPE’s strategic value portfolio through positioning these solutions with an ever‑widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE’s presence and margin in the account. Actively leverages HPE programs and tools (e.g., Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Significantly contributes to internal reviews connected to deals and sales planning.

Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers’ business challenges and goals into IT opportunities in a compelling way. Proactively ensures a strong and rightsized pipeline funnel from the account team. Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate. Identifies and develops high‑value opportunities for short, mid, and long term success. Proactively leads early engagements. Accountable for deal closure. Ensures end‑to‑end clear governance and ownership throughout the team, and across all deals in the pipeline. Drives deals of high complexity and size to closure through managing a multi‑disciplinary team, including partners.

Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization’s functioning. Builds influential relationships with executives including the C‑level when necessary. Proactively defines an effective engagement model with the customer’s key influencers and decision makers.

Develops and maintains comprehensive view of the partner landscape in the account – from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account.

Constantly develops and updates expertise in IT technology. Engages effectively with the customer’s CTO/CIO. Articulates relevant modern trends in IT and presents them to the C‑level within the customer when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.

Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers. Actively works with relevant managers to provide development opportunities for extended team members.

Provides feedback into other HPE organizations and coordinates with other customer‑facing HPE organizations to improve the customer experience. Fully utilizes the entire set of HPE tools and processes for customer advocacy. Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty.

Fully owns the development and execution of a comprehensive account business plan for defined accounts. Leads the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.

Education and Experience

University or Bachelors Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.

Public Sector experience required.

Typically 6‑10+ years account management experience.

Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus.

Experience in vertical industry preferred.

(Extraordinarily) strong track record of account management and sales performance.

Experience in different sales roles is a plus.

Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Additional Skills

Accountability

Active Learning

Active Listening

Assertiveness

Bias awareness

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

Other relevant skills

What We Can Offer You
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific 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 know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Equal Employment Opportunity
HPE is an Equal Employment Opportunity/ Veterans/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 to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Information about employee benefits can be found at

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
Hewlett Packard Enterprise 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. Candidates should conduct verification of any hiring agency claiming to work with HPE. Any candidate who relies on the erroneous representations made by fraudulent agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from such communication.

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