Account Manager - FSI
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Company-specific questions
- I have United States government or public institution employment experience (federal, state, or local) either as an employee or contractor /consultant .
- For any of the countries listed below: • Are you a citizen or have a passport, or • Have dual citizenship status, or • Have been granted a permanent resident status, or • Have been granted refugee or asylum status? Armenia, Azerbaijan, Belarus, Burma (Myanmar), Cambodia, China(PRC), Cuba, Georgia, Hong Kong, Iran, Iraq, Kazakhstan, Kyrgyzstan, Laos, Libya, Macao (Macau), Moldova, Mongolia, Nicaragua, North Korea(DPRK), Russia, Sudan(Khartoum), Syria, Tajikistan, Turkmenistan, Ukraine, Ukraine(Crimea Region), Uzbekistan, Venezuela, Vietnam, or Yemen
- HPE Policy prohibits employees from engaging in activities that pose a conflict(s) of interest for HPE such as: Outside employment with or receiving compensation from a customer, business partner, supplier, or competitor; Significant financial interest in a customer, business partner, supplier, or competitor held by you or a family member; Conducting business with a customer, business partner, supplier, or channel partner when someone you have a close personal or family relationship has a substantial role in that company; Close personal relationships between employees in the same organization. To identify situations that may pose a conflict and be inconsistent with this policy, please advise if you would be engaging in any of the above listed situations or activities during your HPE employment if you were hired into the role for which you have applied.
- Have you signed or accepted any agreement with a current or prior employer that includes restrictions on competition or solicitation, including, but not limited to, non-competition agreement, non-disclosure agreement, non-solicitation agreement, or are you otherwise subject to restrictions that may affect your ability to fulfill responsibilities of this HPE role?
- Certain Legal and ethical restrictions may apply with respect to relationships with government officials. In order to avoid even the appearance of a conflict of interest, please advise: Whether you have served or are serving in a government or public body that has regulatory authority over HPE or that purchases from HPE.
- Certain Legal and ethical restrictions may apply with respect to relationships with government officials. In order to avoid even the appearance of a conflict of interest, please advise: Whether a family member or anyone with whom you have a close personal relationship (a) is a current HPE employee; or (b) is a government official with regulatory authority over HPE or authority to make or influence a decision to obtain or retain HPE business.
- Do you possess a valid work permit in the country for which the position resides?
- Do you possess a valid residency permit in the country for which the position resides?
About this role
Employer-provided description, formatted for easier reading.
Account Manager - FSI
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.
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 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
Job Family Definition:
Manages 3 Global Financial Services customers plus our top local customers in APJ. 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 accounts. 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.
Management Level Definition
Applies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input.
Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.
Responsibilities
- Develops a connection between the customer's business priorities and the plan to support those with HPE's portfolio, leveraging internal resources and support. Influences the customer's decision makers through describing the value of HPE's solutions and their relevance to the customer's priorities.
- Builds and executes a basic plan to drive growth and profitability, based on an intermediate-level understanding of the differentiation of higher value products and services. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
- Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Identifies and develops opportunities for short and mid-term success. Accountable for deal closure. Drives deals to closure through a multi-disciplinary team, including partners.
- Develops and maintains an ad hoc professional network within the customer. Articulates the customer's decision making process and defines a basic engagement model.
- Develops a basic overview of the partner landscape in relation to the account. Works with the HPE Partner Business Managers to assess and update the partner strategy for the account.
- Develops and updates knowledge of information technology and HPE's portfolio. Articulates relevant modern trends in IT.
- Maintains tactical relationships and runs a simple governance with extended account team members. Provides feedback when requested.
- Utilizes HPE tools and processes for intermediate-level customer advocacy.
- Builds and executes basic account business plans for defined accounts, focused on tactical plans within the fiscal year. Shares and aligns the plan with relevant account stakeholders.
Education and Experience:
- University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education is a plus.
- Typically 2-5+ years pre-sales/ sales experience.
- Broad intermediate technical knowledge and an understanding of Networking, Storage, AI, Cloud, Compute & Software
- Experience in IT industry preferred. Experience working within IT department and/or within customers is a plus.
- Experience in Financial Services preferred.
Knowledge and Skills:
- Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
- Strategic Planning: Possesses sales planning skills.
- Sales Execution: Able to deliver on short term sales engagements and objectives.
- Continuous Learning: Continuously and actively pursues own learning.
- IT Industry Acumen: Builds and maintains knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
- HPE Portfolio Knowledge: Builds and continually updates an understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
- Team Leadership: Develops expertise in leading teams (including dispersed and indirect team members) through sales engagements.
- Network/Relationship Building: Able to create professional relationships; understands and leverages the value of collaboration.
- 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.
- Influencing and Negotiating: Understands and leverages influencing and negotiation techniques.
- Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has an 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.
- Operational Excellence: Shows predictability and operational excellence both internally and externally.
- Integrity: Acts with integrity even if under pressure.
Impact/Scope:
- Typically manages 1 to many accounts. May manage a portion of a large account, usually within an assigned geography.
- Works with first-level and mid-level decision-makers in the customer organization.
- Orchestrates regional pursuit resources for the account.
Complexity:
- Leads moderately complex sales engagements, project management and coordination to meet deadlines.
- Typically qualifies and closes deals of moderate complexity.
Accessibility
HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here .
Note
This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.
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 in