SLED Account Manager Central Tennessee

SLED Account Manager Central Tennessee

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

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 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

The SLED Account Manager serves as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry. It 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 role focuses on growing the base business, complex solutions, and new opportunities, often across non-office sites. The position is supported primarily by pre-sales and inside sales resources and may involve remote engagement with customers.

Key Responsibilities

• 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.

Education and Experience

• University degree or Bachelor's preferred, or equivalent experience. Engineering or technology education, advanced degree, or MBA desired.
• 6+ years of account management experience.
• Experience in the IT networking industry is preferred; experience in working within an IT department or customer environment is a plus.
• Experience in vertical industries preferred.
• Experience in different sales roles is a plus.

Knowledge and Skills

• Drives results: strong will to win, persistent, and results oriented.
• Strategic planning: ability to articulate a future vision and a path to achieve it in an account business plan aligned with HPE strategy.
• Sales execution: capability to deliver on short-term sales engagements and objectives.
• Continuous learning: commitment to ongoing personal and professional development.
• IT industry acumen: deep knowledge of cutting-edge IT developments and trends with potential customer impact.
• HPE portfolio knowledge: thorough understanding of HPE products, solutions, and services, their value propositions, differentiators, and benefits to customers.
• Team leadership: ability to lead teams across a complex matrix organization, including dispersed and indirect team members.
• Network/relationship building: strong relationship-building skills; understands the value of networks and collaboration.
• Two-way communication: active listening and the ability to articulate value propositions, plans, and proposals clearly to customers, partners, and internal stakeholders.
• Influencing and negotiating: proficient in influencing and negotiating with stakeholders.
• Business acumen: understanding of how different business parts interoperate to drive outcomes; ability to interpret financials and apply insights to planning.
• Operational excellence: demonstrates predictability and high performance in internal and external operations.
• Integrity: acts with integrity under pressure and in complex situations.
• Industry knowledge: knowledge of the customer's industry landscape, enterprise architecture, and partner ecosystem to guide digital journeys.
• Consulting: ability to synthesize skills and knowledge to guide customers through a process of achieving business outcomes using 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 {+ 6 more}

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.