Account Executive - Responsable de Comptes Stratégiques H/F

Hewlett Packard Enterprise · Puteaux

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Job Description:

Job Family Definition:

Manages one or two top global accounts including worldwide subsidiaries. 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.

Knows and contributes to the customer’s innovation agenda, advocates for it internally and actively positions technology and business model innovation to increase HPE’s relevance today and tomorrow. Constantly develops information technology and target industry knowledge to position HPE’s portfolio in the customer’s changing industry landscape. Leads and grows direct reporting team members.

Orchestrates, engages, guides and provides feedback for extended account team members. Champions superior client loyalty and TCE. Acts as customer’s advocate inside HPE.

Creates and continuously executes an Account Business Plan engaging internal and external stakeholders.

Management Level Definition:

Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of exempt individual contributors (typically Expert/Master) and/or MG1s. Has accountability for a large multi-department area(s) or location(s) with significant impact on business unit results and organizational strategy. Acts as a key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages, and monitors high-end operational/tactical activities of Staff. Staff members' primary focus is on either high-end tactical or broad strategic issues or a combination of both. Recruits and supports development of direct staff members. Position typically reports to Director or above. 

Additional Guidance/Criteria: Manages and controls activities within a sub-region or Region; Typically manages 10 or more direct reports.  Span of Control guidelines may differ from these numbers.

Responsibilities:

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Incorporates an understanding of competitive pressures for the customer and customer's industry trends into messaging into the account. Influences the decision-making of customer executives including the C-level, through credibly describing the value of HPE's and relevant partner solutions, and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short and long term. In order to create a transformational business value framework, industry knowledge is often essential. Proactively leads development of a compelling business value framework for the customer, reflecting vertical industry requirements. Where appropriate, builds multiple sales motions with the customer - sell with, sell through, OEM and joint product development.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Orchestrates all business units. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Runs internal reviews connected to deals and sales planning. When appropriate, manages account P&L. Builds new financial and business models for different sales motions.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Proactively ensures a strong and rightsized pipeline funnel from the account team at a global level, leading cooperation across geographies to ensure interlock where applicable. Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate. Identifies and develops high value opportunities for short and mid-term success. Proactively leads early engagements. Orchestrates available company and partner resources to maximize value for the customer and HPE. Accountable for deal closure. Ensures end to end clear governance and ownership throughout the team, for all deals in the pipeline, at a global level for all sales motions. Drives deals of high complexity and size to closure through managing a multi-disciplinary geographically dispersed team, including partners.
• Knowingly invests in maintaining and developing a professional relationship network within the customer and partners to maximize efficiency and effectiveness for HPE and support different sales motions. Understands and leverages the underlying principles for customer organization's functioning in detail. Builds influential relationships with customer and partner executives, including the C-level when necessary. Proactively defines the right engagement model with the customer's key influencers and decision makers.
• Develops and maintains a comprehensive view of the partner landscape in the account - from IT, vertical industry, and Joint Go-To-Market (JGTM) perspectives. Proactively owns and develops the partner relationship. Leads active governance for the partner network for the account and for JGTM efforts. Works with the Partner Business Managers internationally to assess and update the partner strategy for the account. Works with technology partners to build offerings for JGTM where appropriate.
• Develops a clear understanding of the customer's innovation agenda and anticipated implementation plan, and plans HPE's contribution to this agenda. Where appropriate, works with HPE's business units to influence HPE's roadmaps, so HPE can better contribute to customer's innovation. Works with HPE's business units to develop new business models to match customer's innovation agenda and increase HPE's long term relevance to the customer and industry.
• Constantly develops and updates expertise in IT technology. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to the C-level within the customer. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.
• Acts as people manager for direct reporting team members. Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers account team to engage on different levels at the account. Establishes an ongoing process to provide feedback to account team members and relevant managers. Actively works with relevant managers to provide development opportunities for extended team members. *For people managers: Creates and supports a high performing team through hiring, developing and retaining best in class talent.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Fully utilizes the entire set of HPE tools and processes for customer advocacy. Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty. Champions formal Total Customer Experience (TCE) process for the customer. Accountable for building and executing action plan to improve TCE on on-going basis.
• Fully owns the development and execution of the HPE Account Business Plan for a given account, including international business and various sales motions. Leads the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders; provides inputs for geography plans where appropriate. Organizes the extended team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance.

Education and Experience:

• University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
• Typically 10-12+ years account management experience.
• Experience leading global teams preferred.
• Experience in IT industry. Experience as IT leader and/or working within customers a plus.
• Experience in vertical industry preferred.
• P&L and risk management skills and experience preferred.
• Demonstrated sales and management success.
• Experience in different sales roles a plus.
• International, multi-cultural experience a plus.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Knowledge and Skills:

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating 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.
• Sales Execution: Leads teams to efficiently deliver on sales engagements and objectives.
• Continuous Learning: Continuously and actively pursues own learning, and fosters ongoing learning and development among direct and indirect reports.
• IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
• Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; understands and leverages the value of networks and collaboration.
• Two-way communication: Able to listen actively to understand the perspectives of others, and accomplished at articulating value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder.
• Influencing and Negotiating: Understands and expertly 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. Demonstrates advanced understanding of general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
• Operational Excellence: Consistently able to show predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations even if under pressure.
• Vertical/Industry Knowledge Preferred: Deeply 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.
• Consulting: Expert at synthesizing a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.
• People Management: For people manager roles: Skilled at hiring, establishing direction, setting goals, developing talent, managing performance, motivating and engaging people, mentoring, facilitating on-the-job learning and other relevant people management skills.

Impact/Scope:

• Typically manages one or two of HPE's top accounts (HPE's largest revenue accounts, typically large global accounts).
• Qualifies and manages large, complex deals that typically span across multiple functions, solution sets, geographies, and sales motions.
• Works with all levels of decision-makers in the customer organization, including the CEO.
• Makes recommendations to influence investment decisions, including pricing and resources.

Complexity:

• Leads engagements across sales and pursuit teams, business units, and alliance partners. May directly or indirectly manage team members in multiple geographies and/or sales organizations.
• Oversees sales engagements with cross-BU portfolio and drives the sales of high value products and solutions.
• Understands and develops the company’s OEM value add for all product sets.

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.

Job:

Job Level:

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

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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