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This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

Manages several large US Department of Defense accounts. Understands the customer's IT and business objectives, priorities, requirements and challenges, and adds value by implementing Hewlett Packard Enterprise's strategy. Drives business performance for all Hewlett Packard Enterprise BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize Hewlett Packard Enterprise's presence in the account. Constantly develops information technology industry knowledge to position Hewlett Packard Enterprise's portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer's advocate inside Hewlett Packard Enterprise. Plans for accounts to deliver results through the financial year and beyond.

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower-level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities

• 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.
• Proactively builds and executes a plan to drive growth and profitability across Hewlett Packard Enterprise's portfolio, in a structured and recurring way.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
• Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for Hewlett Packard Enterprise.
• Develops and maintains comprehensive view of the partner landscape in the accounts - from both IT and vertical industry perspectives.
• Constantly develops and updates expertise in IT technology.
• Actively builds, develops and leads the extended account team.
• Provides feedback into other Hewlett Packard Enterprise organizations and coordinates with other customer facing Hewlett Packard Enterprise organizations to improve the customer experience.
• Fully owns the development and execution of a comprehensive account business plan for defined accounts.

Skills Needed:

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the Hewlett Packard Enterprise strategy, direct leadership, and the Hewlett Packard Enterprise business units.
• Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
• Continuous Learning: Continuously and actively pursues own learning, and shares knowledge with team members.
• IT Industry Acumen: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• Hewlett Packard Enterprise Portfolio Knowledge: Builds and continually updates a comprehensive understanding of Hewlett Packard Enterprise products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customer's customers.
• Team Leadership: Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; understands and leverages the value of networks and collaboration.
• Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder.
• Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques.
• Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
• Operational Excellence: Consistently able to show predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations even if under pressure.
• Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.
• Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging Hewlett Packard Enterprise's portfolio.

Impact/Scope

• Typically manages many accounts representing moderate to high revenue for Hewlett Packard Enterprise.
• Typically qualifies and closes large deals of moderate to high complexity and cross- BU scope.
• Works with all levels of decision-makers in the customer organization, including C-Level.
• Orchestrates regional pursuit resources for the account.
• Participates in account investment decisions about pricing and resources.

Complexity

• Leads highly complex sales engagements, project management and coordination to meet customer deadlines.
• Typically oversees engagements with cross-BU portfolio solutions.

Education and Experience Requirements

• 5+ years of sales in an enterprise