Responsible for providing business and/or technical leadership for assigned account(s) by championing entire portfolio of solutions and products through technical thought leadership with demonstrated business value. Engages proactively with the customer, account team or partner on long-term basis across their entire enterprise systems architecture to create/discover opportunities and to drive an on-going stream of deals and opportunities. Technical account manager for our most valued accounts or partners.
Understands and comprehends the customer challenges to translates that into the company solution (translates the business view -- faster time to market -- into a functional view), and develops inputs, from multiple inputs, to create the right compelling strategy.
Develops new concepts and innovative ideas; actively participates in customer-facing conferences, industry, and technological events; publishes white papers; and works to establish standards managed by industry governance bodies.
Leads and conducts senior-level visioning sessions or workshops to demonstrate that infrastructure changes can create new opportunities, drive business results, and prepare client leadership for long-term strategic boardroom discussions. Ensures we have an appropriate message for key stakeholders and defined competitive considerations.
Drives trusted relationships at the executive level by engaging the customer's technical thought leaders with imagination and creativity.
Effectively collaborates with account teams to ensure large transformational, early-stage opportunities are captured in the sales pipeline and actively nurtures deals from opportunity to close.
Identifies opportunities for partners to migrate to company platforms by advocating for unique advantages of solutions. Assesses risk and identifies risk minimization strategies.
Anticipates client needs and proactively engages the full portfolio of partners and resources to design innovative full-scope solutions.
Establishes, or assists in establishing, the technical direction for the account and ensures all sales efforts and partners are aligned. Ensures the solutions achieve sustainable results by monitoring and tracking progress. Addresses the customer's strategic priorities by driving appropriate go-to-market initiatives and solutions.
Provides thought leadership and strategic direction to position mergers and acquisitions appropriately within the company portfolio. Develops key messaging to clients and sales teams, which may require customization by Region, Country, and/or Industry.
Influences company product roadmaps and investments by creating new customer-specific and industry-specific technology programs and provides suggestions for process improvements and new productivity enhancing opportunities.
Education and Experience
Knowledge and Skills
Mastery in executive written and verbal communication skills with ability to communicate in English and local languages. Able to use different compelling presentation techniques so presentations can be delivered to technical and non-technical audiences.
Demonstrates outstanding sales skills, including presenting, white boarding, objection handling, and closing skills.
Mastery in business and financial acumen and the ability to engage customers in strategic financial conversations.
Deep knowledge of customer IT strategy, industry-specific technology and commercial strategy, and understanding of key performance indicators (KPIs); knowledge of customer vertical ecosystem
Exceptional Project/Program management skills and analytical and problem solving skills.
Has deep knowledge of company's preferred go to market strategy, global context, and coverage options relative to partners and has in-depth knowledge of standard and non-standard partner offerings and how/when to leverage them for deals within area of specialization.
In-depth knowledge of the customer industry, trends, emerging technologies, methodologies, competitors and company's strategy and solutions which apply to a particular industry trend or vertical market.
Expert interpersonal skills including team leadership, teaching, facilitating, and mentoring
Must have at least two Industry standard Architecture certification (either knowledge-based or experienced-based)
Excellent strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems.
Shows breadth of influence globally across multiple organizations within the business and extending to partners.
Understands the fit between company mergers and acquisitions and the company portfolio.
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