Hewlett Packard Enterprise Company Enterprise Acct Mgr II in Tokyo, Japan

Enterprise Acct Mgr II

Job Description:

Client/Account Relationship

  • Builds strong professional working relationships with the client, including key IT and business executives.

  • Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.

  • Researches and understands the client's industry, and develops a core understanding of client business needs and challenges.

  • Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.

  • Demonstrates breadth and depth of knowledge in aligning the company's capabilities to client business and IT priorities, and positioning relative to competitors.

  • Advocates for client needs during sales cycle and in addressing any delivery issues.

  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company-conducted surveys and reports.

Business Management

  • Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow company's presence and share in the account.

  • Actively drives ABP results through effective account management and reviews.

  • Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.

  • Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company. Represents the entire company portfolio of products and services.

  • Engages with Solution Opportunity Approval & Review process (SOAR)

  • Protects company's position and focuses on generating new business.

  • Engages partners effectively to improve win rates and delivery of selected deals.

  • Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques

  • Participates in/drives Account Team Management

  • Orchestrates all the company resources essential for executing the account business plan, including sponsors.

  • Engages and manages team members in presales, sales specialists and inside sales to support complex deals.

  • Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.

  • Effectively engages and leverages executive sponsors.

  • Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio and improve win rate of selective deals.

  • Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.

  • Drives the account internationally/Globally

Scope and Impact

  • Typically manages 1 to many accounts

  • Typically qualifies and closes deals of moderate complexity, often with a single GBU scope.

  • Works with mid-level decision-makers in the client organization.

Education and Experience Required:

  • University or Bachelor's Degree; advanced degree or MBA desired

  • Experience in IT industry

  • Experience in vertical industry preferred

  • Typically 5-8 years account management experience

Knowledge and Skills Required:

Account/Business Development

  • Leverages existing relationships and builds new relationships with executives in the business and in IT.

  • Negotiates at the business manager and IT executive level.

  • Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.

  • Submits timely and accurate forecasts and continually coaches team to do same.

  • Knowledge of basic financial-selling concepts in support of business cases for

  • solutions.

Account Team Leadership

  • Resources and leads successful dedicated global virtual teams.

  • Demonstrates strong presentation and communication skills at the business manager level.

  • Industry Acumen

  • Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.

  • Adheres to SBC and company's code of ethics

Portfolio Knowledge

  • Solid knowledge of company's breadth of solutions and engages appropriate specialist resources as needed.

Specialty Knowledge

  • Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.

  • Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.

  • Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off

  • Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.

  • Competent in the sale of IT services and outsourcing

Job:

Sales

Job Level:

Intermediate

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

Hewlett Packard Enterprise

Technology innovation that fosters business transformation.

We Are In the Acceleration Business

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

Standards of business conduct (SBC):

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.

Read more about how we win the right way.

Equal Opportunity Employer (EEO):

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

Please click here: Equal Employment Opportunity.

If you’d like more information about your EEO right as an applicant under the law, please click here: Equal Employment Opportunity is the Law

Equal Employment Opportunity is the Law - Supplement

Accessibility

Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail globaltalentacquisition@hpe.com.

Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.