* **Align business outcomes to IT strategy** Articulate a clear, two-way connection between the customer's core KPIs, business priorities, and initiatives, and the IT solutions that support them.
Influence executive decision-making by clearly describing the business value and relevance of HPE's solutions.
Position HPE as mission-critical to the customer's success.
Where appropriate, understand the customer's innovation agenda and digital journey, and provide informed input.
Build and maintain a robust business value framework for the customer.
* **Drive portfolio growth and profitability** Build and execute a structured, repeatable plan to drive growth and profitability across HPE's portfolio.
Accelerate adoption of HPE's strategic value portfolio through effective positioning with the customer.
Formulate and present technology choices that expand HPE's presence, relevance, and margin within the account.
Leverage HPE programs and tools (e.g. Executive Sponsorship, BU deal support, supply-chain programs) to improve business performance.
Contribute to internal deal, forecast, and sales-planning reviews.
* **Own pipeline development and deal execution** Engage proactively with customers to identify opportunities and translate business challenges and goals into actionable IT initiatives.
Ensure a strong, right-sized pipeline for the account.
Lead pipeline-building activities, engaging account team members as appropriate.
Identify and develop short- and mid-term opportunities, leading early-stage engagements.
Maintain accountability for deal progression and closure, driving outcomes through a multi-disciplinary team, including partners.
* **Build and leverage executive relationships** Develop and maintain a professional relationship network within the customer to maximise effectiveness and efficiency for HPE.
Understand how the customer organisation operates and leverage this insight to build influence.
Establish trusted relationships with senior executives and define an effective engagement model with key influencers and decision-makers.
* **Lead partner ecosystem strategy** Maintain a current view of the partner landscape within the account.
Develop and strengthen partner relationships and run an active governance model for the partner ecosystem.
Collaborate with the Partner Business Manager to assess, refine, and execute the partner strategy for the account.
* **Maintain technology and industry leadership** Continuously develop expertise in IT technologies and industry trends.
Engage, where appropriate, with customer CTOs and CIOs.
Articulate relevant modern IT trends and position them effectively with customer executives.
Clearly describe HPE's portfolio, supported by relevant customer use cases and outcomes.
* **Lead and govern the extended account team** Build, develop, and lead the extended account team.
Establish governance and empower team members to engage at multiple levels within the account.
Implement a recurring feedback and performance cadence for account team members and their managers.
* **Champion customer advocacy and experience** Provide feedback into broader HPE organisations and coordinate with customer-facing teams to improve the end-to-end customer experience.
Utilise HPE tools and processes to advocate for the customer and drive satisfaction, loyalty, and long-term value.
* **Own account planning and execution** Develop, maintain, and execute a comprehensive account business plan for defined accounts.
Lead the collective effort to manage both strategic and tactical elements of the plan.
Share, align, and review the plan regularly with relevant internal and external stakeholders.
* **Australian Citizenship is mandatory**, as the role requires the ability to obtain and maintain an Australian Government Security Clearance.
* **Bachelor's degree or equivalent experience** preferred.
* **Typically 6–10+ years of experience** in enterprise or strategic account management.
* **Experience within the IT industry** is preferred; experience working within an IT department and/or directly within customer environments is advantageous.
* **Experience within the Defence sector** or supporting government customers is highly desirable.
* **Results Orientation**: Demonstrates a strong will to win, persistence in the face of obstacles, and a clear focus on delivering measurable results.
* **Strategic Account Planning**: Articulates a compelling future-state vision and a clear path to achieve it through a structured account business plan aligned to HPE strategy, leadership priorities, and Business Units.
* **Sales Execution Excellence**: Consistently delivers on short-term sales objectives while maintaining momentum on long-term strategic opportunities.
* **Continuous Learning Mindset**: Actively pursues ongoing learning to remain relevant, effective, and informed in a rapidly evolving market.
* **IT Industry Acumen**: Builds and maintains deep knowledge of leading-edge IT developments and technology trends and understands their potential impact on customers.
* **HPE Portfolio Expertise**: Develops and continually updates a strong understanding of HPE products, solutions, and services, including value propositions, competitive differentiation, and customer benefits.
* **Team Leadership in a Matrix Environment**: Effectively leads and influences extended, cross-functional, and dispersed teams through complex sales engagements.
* **Relationship and Network Building**: Builds trusted professional relationships and effectively leverages internal and external networks to drive collaboration and outcomes.
* **Two-Way Communication**: Listens actively to understand diverse perspectives and clearly articulates value propositions, plans, and proposals in language relevant to customers, partners, and internal stakeholders.
* **Influencing and Negotiation**: Applies influencing and negotiation techniques effectively to drive alignment, resolve complexity, and achieve mutually beneficial outcomes.
* **Business and Financial Acumen**: Understands how organisations operate to deliver outcomes and how decisions impact business results.
Demonstrates the ability to interpret financial reports and apply insights to planning, including in public sector and Defence contexts.
* **Operational Excellence and Predictability**: Demonstrates strong operational discipline, delivering predictable outcomes internally and externally.
* **Integrity and Professionalism**: Acts with integrity and sound judgment, particularly in complex or high-pressure situations.
* **Industry and Vertical Insight (Preferred)**: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and uses this insight to advise on digital and transformation journeys.
* **Consultative Selling**: Synthesises business, technical, and commercial expertise to guide customers through achieving business outcomes using HPE's portfolio.HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.
We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.
Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
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**Hewlett Packard Enterprise**Technology innovation that fosters business transformation.We help customers use technology to slash the time it takes to turn ideas into value.
In turn, they transform industries, markets and lives.Some of our customers run traditional IT environments.
Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure.
Many rely on a combination of both.
Wherever they are in that journey, we provide the technology and solutions to help them succeed.
**COVID Policy**The health and safety of our team members, customers and
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