Account Executive - Responsable de Comptes Stratégiques H/F

Job Description

• 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 and industry trends into messaging.
• Proactively leads development of a compelling business‑value framework for the customer, reflecting vertical industry requirements; builds multiple sales motions (sell with, sell through, OEM, joint product development) when appropriate.
• Builds and executes a plan to drive growth and profitability across HPE’s portfolio; orchestrates all business units and continuously accelerates growth in the strategic portfolio by positioning solutions throughout the customer’s network.
• Engages with the customer to identify opportunities, translating business challenges into IT opportunities; maintains a strong pipeline, governs pipeline building activities, and leads early engagements to ensure clear ownership throughout the team.
• Invests in developing a professional relationship network with customers and partners to maximize efficiency; builds influential relationships with key executives, including the C‑level.
• Develops and maintains a comprehensive view of the partner landscape; owns and develops partner relationships, leads governance for the partner network and JGTM efforts, and works with partner business managers internationally.
• Understand and influence the customer’s innovation agenda; works with HPE business units to influence roadmaps, develop new business models, and increase relevance to the customer’s long‑term innovation plans.
• Keeps up‑to‑date expertise in IT technology; engages effectively with the customer’s CTO/CIO, articulates modern IT trends, and mentors others within HPE.
• Manages direct reporting team members and leads the extended account team; provides ongoing feedback and development opportunities, and supports high‑performing teams through hiring and talent development.
• Improves the customer experience by coordinating with other HPE organizations and leveraging HPE tools and processes; champions the formal Total Customer Experience (TCE) process and executes action plans to improve TCE continuously.
• Owns the development and execution of the HPE Account Business Plan for the account; leads collective effort to build and maintain both strategic and tactical elements, aligns the plan with stakeholders, and adapts resource mix for maximum coverage and financial performance.

Education and Experience

• University or Bachelor’s Degree preferred, or equivalent experience; engineering or technology education, advanced degree or MBA desired.
• Typically 10‑12+ years of account management experience.
• Experience leading global teams preferred.
• Experience in the IT industry and as an IT leader or within customers is a plus.
• Experience in vertical industry preferred.
• P&L and risk management skills and experience preferred.
• Demonstrated sales and management success.
• Experience in different sales roles a plus.
• International, multi‑cultural experience a plus.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge desired.

Knowledge and Skills

• Drives results with a strong will to win, persistence, and clear results orientation.
• Strategic planning at a high level, aligning vision, path, and HPE strategy with the business plan.
• Sales execution: leads teams to deliver on engagements and objectives efficiently.
• Continuous learning: pursues personal growth and fosters learning among direct and indirect reports.
• IT industry acumen: maintains comprehensive knowledge of cutting‑edge developments and tech trends.
• HPE portfolio knowledge: builds a comprehensive understanding of HPE products, solutions, services, and differentiators.
• Team leadership: skilled at leading dispersed and indirect team members in a complex matrix organization.
• Network and relationship building: creates strong professional relationships at all levels of internal and external stakeholders.
• Two‑way communication: listens actively, articulates value propositions in language relevant to customers, partners, or internal stakeholders.
• Influencing and negotiating: understands and leverages influencing and negotiation techniques.
• Business acumen: interprets financial reports, understands business outcomes, and applies principles to public sector contexts.
• Operational excellence: demonstrates predictability and operational excellence both internally and externally.
• Integrity: acts with integrity throughout complex situations, even under pressure.
• Vertical/Industry knowledge (preferred): deeply understands the customer’s industry landscape, enterprise architecture, and partner ecosystem.
• Consulting: synthesizes skills and knowledge to guide customers toward business outcomes leveraging HPE’s portfolio.
• People management (for managers): hires, sets direction, develops talent, manages performance, and motivates people.

Impact and Scope

• Manages one or two of HPE’s top accounts—large global accounts with significant revenue.
• Qualifies and manages large, complex deals spanning multiple functions, solution sets, geographies, and sales motions.
• Works with all levels of decision‑makers in the customer organization, including the CEO.
• Makes recommendations to influence investment decisions, including pricing and resource allocation.

Complexity

• Leads engagements across sales, pursuit teams, business units, and alliance partners, often managing team members in multiple geographies.
• Oversees sales engagements with cross‑BU portfolio and drives sales of high‑value products and solutions.
• Understands and develops the company’s OEM value add for all product sets.

Benefits and Offerings

We provide a comprehensive suite of benefits supporting physical, financial, and emotional wellbeing, along with personal and professional development programs. HPE is unconditionally inclusive, embracing diverse backgrounds and offering flexible work arrangements.

Job Level: Manager_2 | Job: Sales

HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. All decisions are based on qualifications, merit, and business need. HPE is an EEO‑Protected Veteran/Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring consideration of qualified applicants with criminal histories.