Enterprise Account Executive / Client Director

Hewlett Packard Enterprise Company   •  


11 - 15 years

Posted 183 days ago

This job is no longer available.

Manages a key global account, ADP. Drives strong business performance and manages one Corporate Account spanning across multiple business units and countries. Builds and sustains executive-level relationships, manages account-level profitability, directs and grows team members, and delivers superior client loyalty, all demonstrated through a strong mix of the company’s portfolio. Reports outside the country sales organization but does manage directly local sales resources.

Client/Account Relationship

  • Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.
  • Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.
  • Acts as business partner to account and "extension" of the customer's IT management team.
  • Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
  • Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for the company.
  • Leverages the full company portfolio to add significant value to customer's business, continuously improve account profitability for the company and expand the company's share of wallet of the customer spent.
  • Actively engages the Executive Sponsor and other senior company executives to build strategic relationships with the customer which ensure long-term business opportunities for the company.

Business Management

  • Builds, monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.
  • Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.
  • Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.
  • Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company's internal stakeholders in the GBU's and the countries/regions.
  • Provides the business rationale and risk assessment for making company investments in the account.
  • Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets.

Account Team Management

  • Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.
  • Coaches account team members to optimize performance and to enable broader and deeper client engagement.
  • Coordinates all company activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.
  • Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.
  • Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-term business opportunities for the company and are complimentary to overall account activities.
  • Drives integrated planning and coordinated sales execution effectively.

People Management

  • Identifies and grows key performers and develops a succession plan.
  • Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers.
  • Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.
  • Nurtures and advances the talent required to maintain the company sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.

Education and Experience Required:

  • Bachelor's Degree, MBA desired.
  • 10-12 years account management experience.
  • Experience in IT industry and in vertical industry preferred.
  • Experience in leading global teams.
  • P&L and risk management skills and experiencerequired.

Knowledge and Skills:
Strategic Business Partner

  • Analyze the client's IT spending and develop strategies to assist clients to optimize their IT investment.
  • Develop and recommend strategies to simplify IT operations.
  • Understanding of client's IT infrastructure, governance and architectural approach.
  • Maintain an awareness of sourcing options to optimize client IT capabilities.
  • Understands how the client's IT operation is managed and budgeted, and how key initiatives are funded.
  • Knows the strengths and weaknesses of key competitors in the account and exploits this knowledge to the company's advantage.
  • Frequently requested to educate peers on account management, client issues and trends, and key industry issues.
  • Sets and manages appropriate client expectations to run the account business.
  • Frequently educates client and account team on pertinent business issues, new company products and services and industry trends.
  • Demonstrates business leadership skills in contributing to the company's strategic direction in addressing client needs, input on internal processes and in identifying new capabilities.
  • Balances strategic and tactical pursuits to optimize coverage and develop a predictable company revenue stream.
  • Influences BU development agendas and promotes cross-BU solution- oriented collaboration in pursuit of consultative account partnering.

Job ID 1020663