Manager II, Account Executive

About the Role

Key Responsibilities

• Leads direct and matrix team to grow across the HPE Portfolio.
• Articulates a connection between customer KPIs, business priorities, and IT solutions support plans.
• Influences customer executives, including C-level, by describing the value of HPE's solutions relevant to their 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.
• Drives growth and profitability across HPE's portfolio through structured planning and execution.
• Orchestrates all business units and accelerates growth in strategic value solutions.
• Formulates and presents technology choices to expand HPE's presence and margins.
• Leverages HPE programs and tools to improve business performance.
• Manages account P&L when appropriate and builds financial/business models for sales motions.
• Engages with customers to identify opportunities, translating business challenges into IT solutions.
• Builds and maintains a strong pipeline, leading cooperation across geographies.
• Leads and governs pipeline building activities, delegating as appropriate.
• Identifies and develops high-value opportunities for short and mid-term success.
• Leads early engagement efforts and orchestrates resources to maximize value.
• Ensures deal closure and manages governance for all deals in the pipeline.
• Builds influential relationships with customer and partner executives, including C-level when necessary.
• Develops and maintains partner relationships, leading governance for partner networks.
• 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 and articulates relevant IT trends.
• Mentors team members and acts as a people manager for direct reports.
• Builds and leads the extended account team, providing feedback and development opportunities.
• Develops and executes the HPE Account Business Plan, aligning with stakeholders and organizing resources for achievement.
• Utilizes HPE tools and processes to ensure high customer satisfaction and loyalty.
• Champions the Total Customer Experience (TCE) process and works to improve it continuously.

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.
• Experience in vertical industries such as Energy, Manufacturing, Aerospace, and Healthcare is a plus.
• P&L and risk management skills and experience preferred.
• Demonstrated success in sales and management roles.
• 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.
• Additional skills include accountability, active listening, assertiveness, building rapport, coaching, complex sales, creativity, critical thinking, cross-functional teamwork, customer experience strategy, industry knowledge, long-term planning, managing ambiguity, and others.

Nice to Have

• Experience in vertical industries such as Energy, Manufacturing, Aerospace, and Healthcare.
• Experience leading global teams.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge.

Qualifications

• 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 direct people management experience required.

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.