Commercial Account Manager 1 at HPE

Job Family Definition:

• Please view the sub-family description (e.g. for Sales Managers, Networking & Executives, Inside Sales, Presales Consulting, etc.) below the management level definition of the Workday job profile. 

Management Level Definition:

• Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. Manages exempt individual contributors and/or supervisors. Has accountability for results of a major program in terms of cost, direction and people management. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Plans, manages and monitors operational/tactical activities of Staff. Staff members’ work may involve strategic issues. Recruits and supports development of direct staff members. Typically reports to MG2 or Director. 
• Additional guidance/criteria: Manages and controls activities within a single country or a sub-region which is part of a larger geographical Region; Manages at least 4 employees and typically between 8 and 15 direct reports. Span of Control guidelines may differ from these numbers.

Sales Managers: 

• Leads the sales community to success. Communicates direction to the team in line with the company’s vision and strategy. Inspires the team to meet and exceed goals. Manages the HPE sales motion towards growth and increased profitability. Creates a high performing team through recruiting, developing, and retaining talent. Organizes the team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance. Coaches to assure best in class individual and team sales performance. Orchestrates major Enterprise-level customer engagements to deliver results and create the best customer experience in the industry. Manages escalations to solution, and solution to opportunity. Drives a hunting mentality. Engages customer executives to understand the customers’ business context, build trust, and deliver HPE’s value proposition in line with that. Creates early stage opportunities by managing top customers’ executive level relationships. Coaches and enables teams to craft the right technical, IT investment and pricing strategies to win. Partners with stakeholders to maximize cross-HPE team efficiency and customer success. Helps teams to bust barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manages sales planning, and follows up to ensure consistent execution. Provides timely and accurate sales forecasts. Provides customer feedback and won/loss deal analysis into the broader HPE team. 

Responsibilities:

Strategic Leadership:

• Leads the sales community to success.
• Communicates effectively to set direction for the team in line with the company’s vision and strategy.
• Inspires the team to meet and exceed goals.
• Manages the HPE sales motion strategy and deployment towards growth and increased profitability.
• Creates a high performing team through recruiting, developing and retaining talent. Organizes the team and adapts the resource mix to maximize the collective team’s and HPE’s achievement, market coverage and financial performance.
• Actively and regularly coaches to assure best in class individual and team sales performance.
• Displays uncompromised integrity.
• Propagates our culture and values and the importance of winning the right way.

Customer Intimacy:

• Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
• Acts as role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center.
• Manages escalations to solution, and solution to opportunity. Drives a hunting mentality. Engages with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust.
• Coaches and guides team members to develop and deliver HPE’s value proposition in line with the customer’s business priorities.
• Creates early stage opportunities by managing top customers’ executive level relationships.
• Coaches and enables teams to craft the right technical, IT investment, pricing and sales strategies to win.
• Partners with stakeholders (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.
• Helps teams to bust barriers and overcome obstacles.

Managing the Business:

• Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
• Manages strategic and tactical sales planning at both segment and account levels. Follows up to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
• Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.

Education and Experience:

• University or Bachelor’s degree preferred, or equivalent experience.
• Typically 7-10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• Experience mentoring other sales professional and other employees.
• Prefer experience leading, indirectly managing, or influencing high performing sales teams (through stretch assignments, sales engagements, virtual team projects, etc.)
• Demonstrated project management skills.
• Enterprise/commercial experience
• Experience as individual contributor in previous role is desirable
• Experience with data centre space (computing & storage) 
• Understating of the sale methodology

Knowledge and Skills:

Strategic Leadership:

• Deploys Purpose and Vision: Understands HPE’s vision and strategy. Aligns and translates them into the team’s vision, purpose, and clear goals.
• Strategic Thinking: Understands how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges. Coaches and guides the direct and indirect team to consider each deal’s impact to HPE’s long term success. Leads the team to determine how HPE adds value to our customer and our customer’s customers.
• Leads through Change: Embraces business changes; directs and enables shifts within the team.
• Inspires the Team: Engages and energizes team members to achieve team goals and realize their individual potential.
• Builds Teams: Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent. Plans resource allocation and aligns talent to opportunities, to maximize the effectiveness of the coverage model.
• Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance. Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• Integrity: Wins the right way and displays high ethical standards in every action.

Customer Intimacy:

• Builds Long-Term Customer/Partner Relationships: Understands the customer’s or partner’s strategy and business needs and positions HPE as a partner invested in the customer’s/channel partner’s long term business outcomes, leveraging HPE’s portfolio.
• HPE Portfolio Knowledge: Builds and continually updates an understanding of the full portfolio of HPE products, solutions, and service offerings – their value propositions, competitive differentiators, and benefits to our customers. Guides the team to define the solutions roadmap for the customer and articulate targeted solutions to add value to the client.
• IT Industry Acumen: Builds and maintains up-to-date knowledge of IT industry developments and technology trends with potential impacts to our customers.
• Vertical/Industry Knowledge preferred: Understands industry drivers, trends, best practices, and customer needs; able to define how HPE adds value in a customer’s business and in an industry. Able to articulate value propositions and messaging tailored to the customer’s industry and practices.

Managing the Business:

• Business Analysis: Demonstrates mastery at understanding and analyzing customer, competitor, market, country-specific, and financial information. Leverages analytics, sound judgment, and an ability to “see beyond the data” to decide on winning tactics.
• Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
• Drives Results: Drives results (pipeline, forecast, revenue, profit) in alignment with the company strategy. Drives sales execution. Maximizes outcome of resources.
• Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes. Understands how actions and decisions impact customer, partner, and HPE achievement and KPI’s. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.
   

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