Enterprise Account Manager - HPE Networking
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 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 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:
Hewlett Packard Enterprise is a global edge‑to‑cloud technology company helping businesses connect, protect, analyze, and act on their data - wherever it lives. Our solutions turn insights into real results, enabling organizations to operate and innovate with speed in an increasingly complex world.
HPE Networking Belux ( Aruba and Juniper) is driving the next generation of intelligent, secure, and cloud‑native connectivity. As part of HPE, we combine the agility of an innovation‑led networking business with the strength and scale of a global technology leader.
Our teams build AI‑powered, edge‑to‑cloud solutions that help customers transform how they connect, collaborate, and operate. If you enjoy solving meaningful challenges and want to make an impact at global scale, HPE Networking is an exciting place to develop your career.
We are looking for a Enterprise Account Manager – HPE Networking to join our sales organization.
In this role, you will assume full ownership of a designated portfolio in the enterprise accounts GTM. In addition, you will collaborate closely with an key stakeholders on strategic, high‑potential accounts, serving as the subject‑matter expert for HPE Networking solutions. Your expertise will be integral in guiding complex opportunities, shaping account strategy, and supporting the progression of key engagements from initial qualification through to successful closure.
Responsibilities:
Develops long term sales pipeline to increase the company’s market share in specialized area.
Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
Provide support to the Account managers.
Set direction for business development and solution replication.
Creates and grows reference customers.
Sell complex products or solutions to customers on a partnership basis.
May act as a dedicated resource to a few strategic accounts.
Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
Education and Experience:
University or Bachelor’s degree; Advanced University or MBA preferred.
Directly related previous work experience.
Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Viewed as expert in given field by company and customer.
Considered a mentor of selling strategy, including designing strategy.
Typically 12+ years of related sales experience.
Project management skills required.
Fluency in English and in Dutch and/or French is required.
Knowledge and Skills:
Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions.
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
Considerable knowledge of the customer’s infrastructure and architecture.
Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals.
Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements.
Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
Excellent project oversight skills.
Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
Proficiency using CRM and accurately forecasts business.
Strategic channel partner engagement driving additional revenue.
Understand and sells high value solutions.
Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
Understands the leverage of services as part of strategic portfolio of products.
Promotes services as part of all strategic opportunities.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Impact/Scope:
Works on the company’s larger accounts.
Significant percentage of time spent directly with customer interfaces with all levels.
Minimal direct time with customer’s technical buyers.
Typically assigned higher than average quota.
Complexity:
Leads sales engagements where the field of specialty is the key to a profitable and successful delivery.
Accounts may be international or global.
Orchestrates the regional pursuit resources for the account.
Typically assigned higher than average quota.
Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
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.
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Job:
Sales
Job Level:
Master
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global 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 Protected Veteran/ Individual with Disabilities.
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