Account Executive, Retail Lead

This role has been designated as “Remote/Teleworker”, which means you will primarily work from home.

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.

• Links customer KPIs, priorities, and initiatives to IT solutions.
• Integrates competitive pressures and industry trends into account messaging.
• Influences executives, including C‑level, by credibly presenting HPE and partner solution value aligned to customer priorities.
• Positions HPE as critical to the customer’s short‑ and long‑term success.
• Leads development of a business value framework reflecting industry needs; builds multiple sales motions. Retail industry knowledge is essential.
• Executes a structured plan to drive growth and profitability across HPE’s portfolio, coordinating all business units.
• Expands HPE’s strategic value portfolio through broader customer networks.
• Presents technology options that increase HPE’s presence/margin; leverages programs/tools to improve performance; builds new financial/business models.
• Translates customer challenges and goals into compelling IT opportunities.
• Maintains a global pipeline, coordinating across geographies; identifies high‑value opportunities; leads early engagements; drives complex, high‑value deals to closure with multi‑disciplinary teams.
• Builds and sustains influential networks with customers and partners; defines effective engagement with key decision makers.
• Maintains a complete view of partner landscape; develops relationships; governs partner network and joint go‑to‑market strategies; collaborates with technology partners on offerings.
• Understands customer innovation agenda; plans HPE’s role in achieving it.
• Continuously updates IT expertise; engages with CTO/CIO; shares relevant trends; details portfolio applications; mentors HPE staff.
• Leads and develops extended account team; runs governance processes; provides feedback and growth opportunities; may manage direct reports.
• Coordinates with other HPE teams to improve customer experience; leverages tools/processes; champions Total Customer Experience with ongoing improvement plans.
• Owns creation and execution of the Account Business Plan; aligns with stakeholders; adapts resources to maximize performance and coverage.

• University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
• Typically 10+ years account management experience.
• Experience in tech industry. Experience working as a tech sales leader, within a matrixed environment is preferred.
• Demonstrated sales and sales management success.
• 5+ years’ experience leading high performing sales teams preferred.
• IT Industry Acumen:
  Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• Vertical knowledge of Retail industries.
• Comprehensive HPE Portfolio Knowledge and understanding of HPE products, solutions, and service offerings – their value propositions, competitive differentiators, and benefits to our customers and our customers’ customers.
• People Management and virtual leadership skills.

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Bias
• Building Rapport
• Buyer Personas
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross‑Functional Teamwork
• Customer Experience Strategy
• Customer Interactions
• Design Thinking
• Empathy
• Financial Acumen
• Follow‑Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge
• Intellectual Curiosity
• Long Term Planning
• Managing Ambiguity
• Other (Additional)

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