Enterprise Account Manager for Manufacturing

Enterprise Account Manager for ManufacturingThis role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

Job Description:

As Enterprise Account Manager for Manufacturing in the Netherlands, you will help some of the country’s leading industrial organizations turn business priorities into technology-enabled outcomes. You will own a portfolio of strategic accounts, build trusted relationships with senior business and technology leaders, and bring together HPE specialists and partners to deliver measurable customer value. This is an opportunity to shape long-term customer strategy while growing HPE’s business across hybrid cloud, AI, networking, services, and edge solutions.

You will lead several large manufacturing accounts in the Netherlands and may own a substantial part of one of HPE’s largest customers. You will develop a deep understanding of each customer’s business and technology priorities, translate those priorities into opportunities for HPE, and coordinate the people and partners required to deliver results. You will be accountable for account strategy, pipeline development, deal progression, portfolio growth, profitability, and long-term customer relationships. As the customer’s advocate within HPE, you will align teams across business units and build plans that deliver value during the current financial year and beyond.

Management Level Definition:

This is a senior individual-contributor role for an experienced enterprise sales leader who can operate independently in complex customer environments. You will shape account strategy, develop innovative approaches to customer challenges, and lead cross-functional teams without having direct line-management responsibility. You will also mentor colleagues, influence functional direction, and contribute ideas that support HPE’s long-term goals.

What your work could look like: You may spend one day discussing transformation priorities with a customer’s business and technology leaders, another shaping a multi-year account plan with HPE specialists and partners, and another guiding a complex opportunity through commercial and executive decision-making. Across these activities, your focus will be on customer outcomes, disciplined execution, and sustainable growth.

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. Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities. Positions HPE strategy and solutions in such a way that the customer sees that HPE is critically important to their business in the short, medium, and long term. When appropriate, understands the innovation agenda and digital journey of the customer, and contributes to them. Independently builds a compelling business value framework for the customer. In order to create a transformational business value framework, industry knowledge is often essential.

• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Significantly contributes to internal reviews connected to deals and sales planning. 

• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Proactively ensures a strong and rightsized pipeline funnel from the account team. Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate. Identifies and develops high value opportunities for short, mid, and long term success. Proactively leads early engagements. Accountable for deal closure. Ensures end to end clear governance and ownership throughout the team, and across all deals in the pipeline. Drives deals of high complexity and size to closure through managing a multi-disciplinary team, including partners.

• Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. Understands and leverages the underlying principles for the customer organization's functioning. Builds influential relationships with executives including the C-level when necessary. Proactively defines an effective engagement model with the customer's key influencers and decision makers.

• Develops and maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account.

• Constantly develops and updates expertise in IT technology. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.

• Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers. Actively works with relevant managers to provide development opportunities for extended team members.

• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Fully utilizes the entire set of HPE tools and processes for customer advocacy. Effectively leverages the existing tools, processes and resources to continuously assure a high level of customer satisfaction and loyalty.

• Fully owns the development and execution of a comprehensive account business plan for defined accounts. Leads the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.

Your profile:
 
Education and Experience 

• A university or bachelor’s degree, or equivalent practical experience, is preferred. Education in engineering, technology, business, or a related field may be helpful but is not required.

• Substantial experience in strategic account management, enterprise sales, or a comparable customer-facing role, with evidence of leading complex opportunities and building long-term customer relationships.

• Experience in IT industry. Experience working as an IT leader, within an IT department, and/or working within customers is a plus.

• Experience in vertical industry preferred.

• A demonstrated track record of developing strategic accounts, progressing complex opportunities, and delivering sustainable sales results.

• Experience in different sales roles is a plus.
• Fluency in both English and Dutch languages

• Experience with one or more relevant technology domains—such as hybrid cloud, AI, data, cybersecurity, networking, intelligent edge, or technology services—is helpful. We do not expect candidates to be experts across the entire HPE portfolio when they join.

If your experience does not match every preferred qualification, we still encourage you to apply. We value transferable skills, different career paths, and perspectives gained across industries, customer environments, and communities.

Knowledge and Skills

• Drives Results: Sets ambitious, achievable goals; maintains momentum when obstacles arise; and works with customers, partners, and colleagues to deliver measurable outcomes.

• Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE 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: Maintains a practical understanding of relevant technology and market developments, identifies their potential impact on manufacturing customers, and works effectively with technical specialists to translate them into business value.

• HPE Portfolio Knowledge: Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' 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: Listens actively, seeks to understand different perspectives, and communicates value propositions, plans, and proposals clearly in language that is relevant and accessible to customers, partners, and internal stakeholders.

• 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 HPE's portfolio.

Impact/Scope

• Typically manages 1 to many accounts representing moderate to high revenue for HPE. One or more accounts may be a large multi-national or global account. May manage a portion of a large Top Account, usually within an assigned geography.

• 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.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

#netherlands#sales

Job:

Sales

Job Level:

Master

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