Manager II, Account Executive

About the Role

Key Responsibilities

• Leads direct and matrix team to grow across the HPE Portfolio.
• Articulates a connection between the customer's KPIs, business priorities, and IT solutions to support their initiatives.
• Influences customer executives, including C-level, by describing the value of HPE's solutions and their relevance to customer priorities.
• Positions HPE strategy and solutions to demonstrate their importance to the customer's short and long-term business success.
• Develops a compelling business value framework reflecting industry requirements.
• Builds multiple sales motions with the customer, including sell with, sell through, OEM, and joint product development.
• Creates and executes a plan to drive growth and profitability across HPE's portfolio.
• Orchestrates all business units and accelerates growth in strategic solutions by positioning them within the customer network.
• Formulates and presents technology choices to expand HPE's presence and margins in the account.
• Leverages HPE programs and tools to improve business performance and manages account P&L when appropriate.
• Identifies opportunities, translating customer challenges into IT solutions, and maintains a strong pipeline.
• Leads and governs pipeline building activities, ensuring clear ownership and governance for all deals.
• Manages high-complexity deals through a multi-disciplinary, geographically dispersed team, including partners.
• Builds and maintains influential relationships with customer and partner executives, including C-levels.
• Defines engagement models with key influencers and decision makers within the customer organization.
• Develops and maintains partner relationships, leading governance for partner networks and JGTM efforts.
• Works with HPE's business units to influence roadmaps and develop new business models aligned with customer innovation agendas.
• Engages with the customer's CTO/CIO to articulate modern IT trends and portfolio relevance.
• Mentors team members and leads the extended account team, providing feedback and development opportunities.
• Creates and supports a high-performing team through hiring, developing, and retaining talent.
• Develops and executes the HPE Account Business Plan, aligning it with stakeholders and organizing resources accordingly.

Requirements

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

Nice to Have

• Experience in vertical industry segments.
• Experience as an IT leader and/or working directly with customers.
• Experience in P&L and risk management.
• Experience leading global teams.

Qualifications

• Bachelor's Degree or higher preferred.
• 10+ years of account management experience.
• Experience leading teams and managing large accounts.

Benefits & Perks

• Health & Wellbeing programs supporting physical, financial, and emotional health.
• Personal & Professional Development programs to help reach career goals.
• Unconditional inclusion and celebration of individual uniqueness.
• Flexibility to manage work and personal needs.
• Opportunities for career growth and skill development.