Account Director - Abu Dhabi

Account Director - Abu Dhabi

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 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 diverse 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:

Job Family Definition:

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. 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.

Management Level Definition:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

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.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization.
• Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Develops and maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives.
• Constantly develops and updates expertise in IT technology.
• Actively builds, develops and leads the extended account team.
• Provides feedback into other HPE organizations and coordinates with other customer facing HPE organizations to improve the customer experience.
• Fully owns the development and execution of a comprehensive account business plan for defined accounts.

Education and Experience

• University or Bachelor's Degree preferred, or equivalent experience.
• Typically 8-12+ years account management experience.
• Experience in IT industry.
• Experience in vertical industry preferred.
• Strong track record of account management and sales performance.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Knowledge and Skills

• Drives Results: Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning: Exceptional at articulating a vision for the future and a path to achieve it in an account business plan.
• 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: Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends.
• Team Leadership: Highly skilled at leading teams successfully through sales engagements in a complex matrix organization.
• Integrity: Acts with integrity throughout complex situations even if under pressure.

What We Can Offer You:

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.

Diversity, Inclusion & Belonging: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.

Job: Sales

Job Level: Master

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills.