Enterprise Account Manager

2 weeks ago

Baladīyat al Ghuwayrīyah, Qatar HPE1US Full time
Frequently represents the organization toexternal customers/clients. Exercises significant independentjudgment to determine best method for accomplishing work andachieving objectives. May provide mentoring and guidance to lowerlevel employees.
Responsibilities Client/Account Relationship Buildsstrong professional working C-level relationships with theclient.
Establishes a high level of personal credibility with keyclient executives.
Leverages executive sponsors and other companyresources to strengthen company's relationship andcredibility with client influencers and decision makers.
Researchesand understands the client's industry.
Deeply understandsclient business strategies and challenges.
Acts as a trusted advisorto client leaders, aggressively shapes deals early in the salescycle.
Advances opportunities that result in profitable revenuegrowth for the company.
Demonstrates breadth and depth of knowledgein aligning company capabilities to client business and ITpriorities, and positioning relative to competitors.
Leveragesexisting engagements and run-rate business to seed and grow newopportunities.
Advocates for client needs during sales cycle and inaddressing any delivery issues.
Maintains high-level of customerloyalty and builds trust and integrity, as indicated in companyconducted surveys and reports.

Business Management Builds andexecutes an Account Business Plan (ABP) that includes bothtransactional and strategic initiatives to grow thecompany's presence and share in the account over a 1-3 yeartime horizon.

Actively drives ABP results through effective accountmanagement and reviews.
Builds and orchestrates sales pipelineactivity. Ensures active nurturing of deals and movement ofopportunities to close.
Manages a balanced pipeline representing allof the businesses being pursued.
Engages in the RelationshipAssessment Program (RAP) where possible.
Implements TCE initiativesthat improve the customer loyalty index.
Identifies, nurtures, andcloses new solution opportunities that result in substantial growthin company share, revenues, and margin.
Represents the entirecompany portfolio of products and services.

Facilitates/engages withSolution Opportunity Approval & Review process(SOAR).Proactively protects the company's position andclaims company leadership positions in strategic and emergingsolution areas.

Engages partners effectively to improve win ratesand delivery of selected deals.
Meets or exceeds quarterly andannual revenue & margin quotas. Uses margin managementtechniques.
Participates in/drives account TeamManagement.
Orchestrates all the company's resources andsponsorship essential for executing the account businessplan.
Engages and manages team members in presales, salesspecialists and inside sales to support complex deals.
Drivesintegrated planning and execution; coordinates both sales and BUdelivery organizations to ensure aligned client engagement andservice.
Proactively engages executive sponsors to build a strategicrelationship and favorably positions long-term businessopportunities for the company.
Engages company sales specialists,channel and alliance partners to fully leverage thecompany's portfolio.
Proactively engages partners to defineand pursue joint growth opportunities with the account.
Interfaceswith both internal and external industry experts to anticipateclient needs, drive industry mindshare, and facilitate solutiondevelopment.
Drives the account internationally/Globally.
EducationAnd Experience Required Same as previous plus.
Typically 8-12 yearsaccount management experience.

Knowledge And Skills Account/BusinessDevelopment Uses consultative, solution selling and businessdevelopment skills at the CXO level to align the client'sbusiness needs with the company's solutions.

Builds strongCXO level relationships, especially working with executives inlines of business.
Negotiates at the CXO level.
Adept at advancedsales negotiations and positioning.solution value under pricingpressures from customer IT and procurement professionals. -proactive presentation of value solutions.

Focuses on key businesschallenges and drives to position himself/herself as a trustedadvisor at the IT executive and business manager level.

Submitstimely and accurate forecasts and continually coaches team to dosame.
Identifies and effectively leads the account team to ensurecoordinated, efficient, account management, and accountability forachieving business results.
Uses financial-selling techniques withthe client and company internal to position value and advance salesmotions.
Demonstrates strong presentation and communication skillsat the executive level.
Manages end-to-end sales processes in largedeals.

Adheres to SBC and company's code ofethics.#Qatar#Aruba Additional Skills Accountability,Accountability, Active Learning, Active Listening, Assertiveness,Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales,Creativity, Critical Thinking, Cross-Functional Teamwork, CustomerExperience Strategy, Customer Interactions, Design Thinking,Empathy, Financial Acumen, Follow-Through, Growth Mindset,Identifying Sales Opportunities, Industry Knowledge, IntellectualCuriosity, Long Term Planning, Managing Ambiguity {+ 6 more}What WeCan Offer You Health & Wellbeing We strive to provide ourteam members and their loved ones with a comprehensive suite ofbenefits that supports their physical, financial and emotionalwellbeing.

Personal & Professional Development We alsoinvest in your career because the better you are, the better we allare.

We have specific programs catered to helping you reach anycareer goals you have whether you want to become a knowledge expertin your field or apply your skills to another division.

Diversity,Inclusion & Belonging We are unconditionally inclusive inthe way we work and celebrate individual uniqueness. We knowdiverse backgrounds are valued and succeed here. We have theflexibility to manage our work and personal needs. We make boldmoves, together, and are a force for good.

Let's StayConnected Follow @HPECareers on Instagram to see the latest onpeople, culture and tech at HPE.Job Sales Job Level Expert HPE isan Equal Employment Opportunity/ Veterans/Disabled/LGBT andAffirmative Action employer.

We are committed to diversity andbuilding a team that represents a variety of backgrounds,perspectives, and skills. We do not discriminate and all decisionswe make are made on the basis of qualifications, merit, andbusiness need

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