Account Manager Telco

About Hewlett Packard Enterprise

Hewlett Packard Enterprise is a global edge-to-cloud company focused on advancing how people live and work. The company assists organizations in connecting, protecting, analyzing, and acting on their data and applications across various environments, from edge to cloud. This enables them to convert insights into outcomes efficiently in a complex global landscape. The company culture emphasizes continuous improvement and values diverse backgrounds, offering flexibility to manage work and personal needs.

Role Overview: Account Manager - Telco

This full-time Onsite Account Manager - Telco role is based in Riyadh, with an expectation of primarily working from an HPE office. The position involves managing one or several large accounts or leading a significant portion of a top account. The Account Manager is responsible for understanding customer IT and business objectives, priorities, requirements, and challenges, and for adding value through the implementation of HPE’s strategy. This role drives business performance across all HPE Business Units and manages the portfolio mix to optimize account profitability. Candidates should have 5-10 years of experience in a relevant field.

Key Responsibilities

• Articulate the connection between customer KPIs, business priorities, and HPE IT solutions.
• Influence customer executive decision-making by demonstrating the value and relevance of HPE solutions.
• Position HPE strategy and solutions to establish HPE as critical to the customer's business.
• Understand and contribute to the customer's innovation agenda and digital journey.
• Build a business value framework for the customer and execute plans for growth and profitability across HPE's portfolio.
• Drive growth in HPE's strategic value portfolio and present technology choices that expand HPE's presence and margin.
• Leverage HPE programs and tools to improve business performance and contribute to internal deal and sales planning reviews.
• Engage with customers to identify opportunities, translating business challenges into IT opportunities.
• Ensure a strong pipeline funnel, lead pipeline building activities, and proactively lead early engagements.
• Be accountable for deal closure, ensuring team ownership for deals in the pipeline, and driving deals to closure with multidisciplinary teams and partners.
• Develop and maintain professional relationship networks within the customer organization and with key influencers and decision-makers.
• Develop and maintain a view of the partner landscape, foster partner relationships, and run an active governance process for the partner network.
• Develop and update expertise in IT technology, engaging with customer CTO/CIOs as appropriate.
• Articulate modern IT trends to customer executives and describe HPE's portfolio with customer references.
• Build, develop, and lead the extended account team, running governance, empowering team engagement, and providing feedback.
• Provide feedback to other HPE organizations and coordinate to improve customer experience, utilizing HPE tools for customer advocacy.
• Develop and execute a comprehensive account business plan, managing collective efforts to maintain strategic and tactical elements, and aligning the plan with relevant stakeholders.

Required Qualifications and Experience

• 6-10 years of experience in account management or a related field.
• Advanced subject matter knowledge to solve complex business issues.
• Ability to contribute to the development of new ideas and methods.
• Experience working on complex problems requiring in-depth evaluation of multiple factors.
• Capability to lead and/or provide expertise to functional project teams and participate in cross-functional initiatives.
• Demonstrated expertise in providing direction and guidance for process improvements and policy establishment.
• Proven ability to represent the organization to external customers/clients.
• Significant independent judgment in determining methods for accomplishing work and achieving objectives.

Work Environment

This role is designated as 'Onsite', requiring the Account Manager to primarily work from an HPE office in Riyadh. The position involves collaboration with extended account teams, partners, and various HPE organizations to ensure customer satisfaction and loyalty.