Enterprise Account Manager - FSI/Banking Segment (f/m/d)

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.

Job Description:


We are currently looking for a Senior Enterprise Account Manager in the FSI & Banking Sales Segment based in Zurich with a specific focus on developing clients in the FSI area. The banking segment is a strategic investment area for HPE.

An HPE Enterprise Account Manager develops, implements and drives a strategic business plan across various product lines and services with a set of FSI customers, and acts as the client’s advocate. He or she understands the critical business priorities and supports IT challenges and requirements in this segment. He or she also focuses on driving tangible business value for the assigned clients, while maximizing competitive share, revenue, and margin for HPE. He or she leads the account team, HPE business partners and alliances as a business and sales manager and ensures a well-orchestrated engagement from a strategic & tactical sales motion.

In this role as Enterprise Account Manager FSI/Banking Segment you are:

• Establishing & maintaining executive contacts for key accounts, and selling HPE’s business value at the executive account level
• Showing deep understanding of client business strategies and IT challenges in the FSI/banking segment
• Acting as a trusted advisor to client leaders, aggressively shaping deals early in the sales cycle
• Leveraging executive sponsors and other HPE resources to strengthen our relationship and credibility with client influencers and decision makers
• Building and executing an Account Business Plan (ABP) that includes both strategic and transactional initiatives to grow our presence and share in the account over a 1-3 year time horizon
• Actively driving ABP results through effective account management and reviews
• Implementing and promoting growth initiatives to meet or exceed goals
• Ensuring alignment of resources (direct and indirect) to meet account coverage, opportunity execution and sales targets, and to maximize the overall effective and efficient use of sales resources
• Enablement of optimum inside/ field sales collaboration strategies
• Monitoring and orchestrating account sales pipelines to ensure business predictability, and the continuous population and movement of near- and long-term opportunities among the account team
• Managing a balanced pipeline representing all of the businesses being pursued
• Managing an aggregate forecast and close the gap actions if needed
• Orchestrating and leading the account team to ensure an efficient, focused and sales driven opportunity creation and closing execution
• Securing efficient use of team resources, separating strategic selling from transactional selling by using our inside sales organization and channel
• Ensuring active nurturing of deals and movement of opportunities to close
• Driving Transformation Areas value selling key BU growth initiatives
• Harnessing competitive understanding to differentiate HPE technology value propositions from competitive point-product claims
• Driving the leveraging of the portfolio and HPE Transformation Areas to broaden the scope of field/territory sales
• Driving innovative selling strategies together with the account team in recognition of changing sales dynamics and customer accessibility
• Working with alliances and partners to develop more robust and complete solutions, and to further differentiate HPE from the competition
• Interface to both internal and external FSI experts, alliances, ISV to anticipate client needs, drive insurance mindshare, and facilitate solution development
• Leading and engaging the clients Eco System effectively

If you are…

• A team player good at partnering, innovating, and making things happen? Good start, you are aligned to our core values!

If you have these Skills, Expertise, Attitude and Education…

• Bachelor Degree in Business Administration or Engineering (or similar)
• 5 years of leadership experience in account management
• Established, solid business, enterprise client network in the Zurich region
• Established alliances & partner eco system in the FSI/Banking industry
• Excellent knowledge in the public tender & procurement procedure, processes
• Experience in leading account teams through transformation and change
• Experience in working in an international and matrix organization

• Business- and Financial acumen
• High level communication, C-Level relation management
  • Excellent communication skills (German, English)
  • Ability to express value of HPE solutions from a business perspective
  • Ability to position HPE’s solutions leadership at Cx O level
• Sales Capabilities (Will to Win)
  • proven track record of delivering results
  • proven consultative selling skills
  • demonstrating strong passion for selling
  • delivering against (or beating) business targets and showing winning attitude
  • meeting customer commitments with speed, high quality and consistency
• Energizing personality with high standard of personal integrity

Join us and make your mark!


We offer:

• A competitive salary and extensive social benefits
• Diverse and dynamic work environment
• Work-life balance and support for career development
• An amazing life inside the element!

Want to know more about it? Then let’s stay connected!
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#LI-Hybrid

Accountability, 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 {+ 6 more}
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. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

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


#switzerland#sales
Job:
Sales Job Level:
Expert
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.


HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.