Enterprise Account Executive (f/m/d)

Enterprise Account Executive (f/m/d)

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

This Enterprise Account Executive role is responsible for mainly one large automotive account (Daimler) and acts as the account lead.

The Enterprise Account Executive:

• 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.
• 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. In order to create a transformational business value framework, automotive industry knowledge is essential.
• 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. 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 multi-country 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 the customer organization's functioning in detail. Builds influential relationships with customer and partner executives, including the C-level when necessary. Proactively defines an effective 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 develops the partner relationship. Leads an active governance process 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.
• 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.
• Actively builds, develops and leads 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. May act as people manager for direct reporting team members.* *For people managers
• 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 given account, including 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 of the account; 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.

If you are…

• Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values!

If you have these Skills, Expertise, Attitude and Education…

• 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 in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus.
• P&L and risk management skills and experience preferred.
• Demonstrated sales and sales management success.
• Experience in different sales roles is a plus.
• 5+ years’ experience leading high performing sales teams preferred.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.
• IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• Vertical knowledge of Automotive and Logistics industries.
• Comprehensive HPE Portfolio Knowledge and understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
• People Management and virtual leadership skills
• High level of English communication (Verbal and written)
• High level of German communication (Verbal and written)

J​oin us and make your mark!

This position can only be filled GOM BU internal.

We offer:

• Competitive salary and extensive benefits package (pension scheme, insurances, company car depending on the role, bike and car leasing, and other fringe benefits)
• Work-life balance (flexible working time and hybrid workplace model, 30 vacation days, four HPE Wellness-Fridays, up to six months paid parental leave)
• Support for education, training, and career development
• Diverse and dynamic work environment

Part-time work or job-sharing is also applicable to this position.

HPE is:

• Ranked in the Top 3 in the Women's Career Index Germany in 2024 for the eleventh time
• Named Gold Champion in Pride Index Germany in 2023
• Ranked 9th on Fortune’s 2023 list of Best Workplaces in Technology
• Ranked 5th on Newsweek’s list of America’s Most Responsible Companies 2024
• Named a Best Place to Work for Disability Inclusion for the eighth year in row
• Recognized as one of the Best Companies for Multicultural Women by Seramount in 2023

Want to know more about it? Then let’s stay connected!

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Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

#germany#sales

Job:

Sales

Job Level:

Manager_2

Hewlett Packard Enterprise is EEO F/M/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.