Public Sector Account LeadThis role has been designed as 'Hybrid' with an expectation that you will work on average 2-3 days per week from an HPE office.
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 onfinding new and better ways to accelerate what's next.We know diverse 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:
Job Profile Summary:
Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer's IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE's strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE's presence in the account. Constantly develops information technology industry knowledge to position HPE's portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer's advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.
Responsibilities as a Public Sector Account Lead:
- Builds and executes a plan to drive growth and profitability across HPE's portfolio. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer.
- Articulates a connection between the customer's core KPIs
- Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Leads pipeline building activities for the account
- Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organisation's functioning. Defines an engagement model with the customer's key influencers and decision makers.
- Develops and maintains an overview of the partner's landscape in the account. Develops partner relationships. Works with the HPE Partner Business Manager to assess and update the partner strategy for the account.
- Develops and updates expertise in IT technology. Articulates relevant modern trends in IT. Describes HPE's portfolio and references its use in other customers.
- Builds relationship and runs a regular account governance with the extended account team. Provides feedback to the account team members and relevant managers.
- Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools
- Builds and executes basic account business plans for defined accounts. Manages 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:
- Understanding of central government structure & ability to break into large, complicated accounts at a senior/enterprise level.
- Develop account plans & orchestrate details across teams and the business, with a hunter mindset
- University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
- Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.
- Experience in vertical industry preferred.
- Experience in different sales roles is a plus.
Knowledge and Skills:
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Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
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Strategic Planning: Able to skillfully articulate a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
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Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
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Continuous Learning: Continuously and actively pursues own learning.
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IT Industry Acumen: Builds and maintains thorough knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
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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.
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Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
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Network/Relationship Building: Skilled at creating strong professional relationships; understands and leverages the value of networks and collaboration.
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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.
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Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
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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.
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Operational Excellence: Able to show predictability and operational excellence both internally and externally.
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Integrity: Acts with integrity throughout complex situations even if under pressure.
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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.
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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.
Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
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.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.
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Job:
Sales
Job Level:
Master
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
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