Enterprise Account Manager

1 week ago

Canberra, Australia Hewlett Packard Enterprise Full time

Enterprise Account Manager

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.

Open up opportunities with HPE.

The Enterprise Account Manager will have one or several large accounts and act as the account lead for a substantial part of a top account. They will understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE 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 HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

**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 through 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. When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them. Builds a business value framework for the customer.
- Builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance. Contributes to internal reviews connected to deals and sales planning.
- Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the account, involving account team members as appropriate. Identifies and develops opportunities for short and mid-term success. Proactively leads early engagements. Accountable for deal closure. Ensures ownership throughout the team for the deals in the pipeline. Drives deals to closure through multi-disciplinary team, including partners.
- Develops and maintains 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. Defines an effective engagement model with the customer's key influencers and decision makers.
- Develops and maintains a view of the partner landscape in the account. 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.
- Develops and updates expertise in IT technology. Engages as appropriate with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate. Describes HPE's portfolio and references its use in other customers.
- Builds, develops, and leads the extended account team. Runs a governance with the extended team and empowers 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.
- Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience. Utilizes HPE tools and processes for customer advocacy. Leverages the existing tools, processes, and resources to assure customer satisfaction and loyalty.
- Develops and executes a comprehensive account business plan for defined accounts. Manages 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.

**Education and Experience**:

- University or Bachelor’s Degree preferred, or equivalent experience.
- Engineering or technology education, advanced degree, or MBA desired.
- 6-10+ years account management experienc

  • Enterprise Account Manager

    5 days ago

    Canberra, ACT, Australia Red Hat Software Full time

    About the job:The Red Hat Enterprise Sales team is looking for a seasoned Enterprise Account Manager to join us in Canberra, Australia. In this role, you will be responsible for retaining and growing sales within the Public Sector helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Enterprise...

  • Enterprise Account Manager

    2 weeks ago

    Canberra, Australia Trellix Full time

    **_Role Overview:_** Trellix is searching for a Enterprise Account Manager - Defence in Australia. **Company Overview**: Trellix combines the best of two predecessors. We offer a fresh approach to ensure all remediation. This transformation embraces the incredible portfolio and talent of McAfee Enterprise and FireEye and sets us on the path to re-define...

  • Enterprise Account Manager

    5 days ago

    Canberra, ACT, Australia Trellix Full time

    Trellix is searching for a Enterprise Account Manager – Defence in Australia.Company Overview: Trellix is a global company redefining the future of cybersecurity. The company's open and native extended detection and response (XDR) platform helps organizations confronted by today's most advanced threats gain confidence in the protection and resilience of...

  • Enterprise Account Manager

    5 days ago

    Canberra, ACT, Australia Trellix Full time

    _Role Overview:_Trellix is searching for a Enterprise Account Manager - Defence in Australia.Company Overview:Trellix combines the best of two predecessors. We offer a fresh approach to ensure all remediation. This transformation embraces the incredible portfolio and talent of McAfee Enterprise and FireEye and sets us on the path to re-define the future of...

  • Enterprise Account Manager

    5 days ago

    Canberra, ACT, Australia Hitachi Vantara Full time

    The Role- Enterprise Account ManagerThe Enterprise Account Manager's role is to drive business growth for Hitachi Vantara by establishing solid relationships with customers' key stakeholders, comprehending their business motivations, and promoting Hitachi Vantara solutions. Responsibilities include:Leading customer relations and understanding key...

  • Account Support Manager

    2 months ago

    Canberra, Australia Hewlett Packard Enterprise Full time

    Account Support Manager This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office. We currently have an exceptional opportunity for an Account Support Manager to provide support to our Federal Government Customer base. In this role, you will perform a range of activities depending on customer need. You will...

  • Enterprise Account Manager

    4 weeks ago

    Canberra, Australia Hitachi Vantara Full time

    The Role - Enterprise Account Manager The role of the Enterprise Account Manager is to create business growth for Hitachi Vantara. This is achieved by building strong relationships with customer’s key stakeholders to understand their business drivers and sell Hitachi Vantara solutions. The Enterprise Account Representative must understand Hitachi...

  • Account Support Manager

    5 days ago

    Canberra, ACT, Australia Hewlett Packard Enterprise Full time

    Account Support ManagerThis role has been designated as 'Edge', which means you will primarily work outside of an HPE office.We currently have an exceptional opportunity for an Account Support Manager to provide support to our Federal Government Customer base. In this role, you will perform a range of activities depending on customer need. You will act as a...

  • Enterprise Account Manager – Defence

    5 days ago

    Canberra, ACT, Australia Trellix Full time

    Sr.Customer Success Manager, Public Sector Revenue Accountant Major Account Executive, North Texas Customer Success Manager Customer Success Manager Customer Success Manager - German Speaking Customer Success Engineer Apprentice Customer Success Engineering - Apprentice Endpoint Security Apprentice Data Security apprentice Customer Success Group - Apprentice...

  • Enterprise Account Manager – Defence

    5 days ago

    Canberra, ACT, Australia Trellix Full time

    Sr. Customer Success Manager, Public Sector Revenue Accountant Major Account Executive, North Texas Customer Success Manager Customer Success Manager Customer Success Manager - German Speaking Customer Success Engineer Apprentice Customer Success Engineering - Apprentice Endpoint Security Apprentice Data Security apprentice Customer Success Group...

  • Security Enterprise Account Manager

    3 weeks ago

    Canberra, Australia Google Full time

    At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google’s technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan for more information. **Minimum qualifications**: - Bachelor's...

  • Enterprise Account Manager – Defence

    4 weeks ago

    Canberra, Australia Trellix Full time

    About the Role: As the Enterprise Account Manager, you will need to penetrate prospect target accounts for new business as well as establish and work with partners in the territory. You will enjoy extensive product training to enable you to present advanced security solutions to all levels of an organization, targeting your message to your audience....

  • Enterprise Account Manager – Defence

    2 weeks ago

    Canberra, Australia Trellix Full time

    About the Role: As the Enterprise Account Manager, you will need to penetrate prospect target accounts for new business as well as establish and work with partners in the territory. You will enjoy extensive product training to enable you to present advanced security solutions to all levels of an organization, targeting your message to your audience....

  • Security Enterprise Account Manager

    5 days ago

    Canberra, ACT, Australia Google Full time

    At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan for more information.Minimum qualifications: Bachelor's degree or...

  • Enterprise Account Executive

    5 days ago

    Canberra, ACT, Australia Workday Full time

    Your work days are brighter here.At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people...

  • Senior Enterprise Account Executive

    5 days ago

    Canberra, ACT, Australia MongoDB Full time

    About The RoleWe're looking for a hardworking, driven individual with superb energy, passion and initiative for growing accounts. The Senior Enterprise Account Executive role focuses exclusively on formulating and executing a sales strategy within the Government Sector, resulting in revenue growth.We are looking to speak to candidates who are based in or...

  • Enterprise Account Executive

    3 weeks ago

    Canberra, Australia Workday Full time

    Your work days are brighter here. At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our...

  • Enterprise Account Manager

    2 months ago

    Canberra, Australia Hewlett Packard Full time

    **Job Summary** - This role is responsible for focusing on enterprise accounts and aligning the organization's capabilities with clients' business priorities to drive long-term revenue growth while strengthening customer relationships. The role creates and executes strategic plans to build a robust sales pipeline while collaborating across teams to ensure...

  • Account Executive- Enterprise, Australia

    2 months ago

    Canberra, Australia riverside.fm Full time

    Riverside.fm empowers global enterprises across industries to record podcasts and video interviews remotely in studio-quality. Since launching, we have experienced rapid growth and are already trusted by customers such as Disney, Spotify, NYT, LinkedIn, Verizon Media and Australia-based companies including Radio Nine and Southern Cross Austereo. As...

  • Senior Enterprise Account Executive

    4 weeks ago

    Canberra, Australia MongoDB Full time

    About The RoleWe’re looking for a hardworking, driven individual with superb energy, passion and initiative for growing accounts. The Senior Enterprise Account Executive role focuses exclusively on formulating and executing a sales strategy within the Government Sector, resulting in revenue growth.We are looking to speak to candidates who are based in or...