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Hewlett Packard Enterprise

Technical Account Manager

Posted Yesterday
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In-Office
2 Locations
Senior level
In-Office
2 Locations
Senior level
The Technical Account Manager supports partner business development, ensures technical deliverables, assists in customer engagements, and drives partner success with HPE Aruba solutions.
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Technical Account Manager

  

This role has been designed as ‘Hybrid’ with an expectation 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:

   

Job Family Definition:

Please view the sub-family description (e.g. for Enterprise Architect, Technology Architect, Solution Architect, Systems Engineer, etc.) below the management level definition of the Workday job profile. 

Management Level Definition:

Contributions impact technical components of HPE products, solutions, or services regularly and sustainable. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others.

The role is to work closely with the aligned partner account manager (PAM) to develop business partners so they can deliver on their HPE Aruba networking business plan. The role is to become a trusted advisor that engages with senior technical management within the partner and focusses on the technical aspects of the HPE Aruba networking/partner relationship. This allows the PAM to focus on the business aspects such as the business plan, sales enablement, forecasting, finance and supply chain.

Responsibilities fall into three categories:

1. Working with the PAM to develop the business plan for the partner

a. Set strategy for the partner including any specific solution vertical focus.

b. Identify sales and technical skills, gaps and develop a training plan

c. Identify opportunities for the partner to develop a differentiated (to other HPE partners) offering

d. Prepare and participate in the quarterly business reviews.

2. Ensuring the partner has the required technical capabilities to deliver against the business plan.

a. Deliver product and solution updates to partner sales and technical teams so they have up to date knowledge product capabilities and the value proposition.

b. The required technical skills and certifications to qualify and maintain the partners medal status.

c. The required technical skills to position, design and quote HPE Aruba networking solutions, including correct product selection and building a bill of materials.

d. The appropriate scale of skilled resources to deliver the business plan and ensuring these skills are allocated to customer projects.

e. Partner lab capability to demonstrate the products and solutions they are selling and ensuring this is kept operational and up to date.

f. The required technical skills to create and implement both high-level and low-level designs aligned with HPE Aruba networking best practice and verified design guides, including product scaling capabilities and correct code version selection.

g. Technical support skills to troubleshoot technical issues and an understanding of how and when to engage HPE Aruba Networking TAC.

3. Supporting the partner with customer engagements

a. Acting as the voice of HPE and delivering strategy presentations.

b. Liaison with other HPE sales and technical teams that maybe involved in customer projects.

c. Working with the PAM to ensure appropriate and successful use of HPE resources such as the CIC, including agenda and speaker selection.

d. Assisting the partner with customer events e. Driving Airheads membership with customers

4. Supporting the partner with bids and tender responses

a. Helping the partner find answers to tender questions themselves.

b. Providing answers to specific tender questions by working with other HPE teams.

c. It is not the responsibility of the TAM to respond to tenders or RFPs in whole or entire sections.

5. Supporting the partner engagement with TAC

a. Ensure the partner understands the TAC process so that any customer issues are dealt with appropriately.

b. Being aware of any customer technical issues.

c. Assisting the partner with TAC escalations.

d. Making other HPE teams aware of customer escalations.

6. Extended team members employed directly by the partner (Funded head)

a. Ensure funded heads feel part of the HPE Aruba networking team

b. Monitor skills and drive an appropriate training plan

c. Monitor activity to ensure appropriate use of resource

Education & Experience:

  • College degree , or equivalent.
  • 8-10 years of relevant work experience or equivalent.

#Unitedkingdom

#Aruba

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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. 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.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:

Sales

Job Level:

TCP_04

    

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. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO 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.

Top Skills

Hpe Aruba Networking

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