Enterprise Account Manager for Manufacturing

Enterprise Account Manager for Manufacturing

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

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

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