Role Description We are looking for an Enterprise Account Manager IV (EAM) supporting strategic financial services accounts in one of the following markets: New York, Charlotte, Dallas, Connecticut, Missouri, or Boston. This individual will manage and grow large enterprise accounts by: - Understanding customer business objectives. - Aligning HPE’s portfolio and strategy to their priorities. - Driving pipeline growth, deal execution, and long-term account profitability. The role requires a consultative, relationship-driven seller who can: - Navigate complex enterprise organizations. - Build executive-level relationships. - Orchestrate cross-functional deal teams and partner ecosystems. - Position HPE as a trusted advisor across infrastructure, cloud, AI, and technology transformation initiatives. This is an expert-level role requiring strong: - Enterprise sales acumen. - Strategic account planning. - Executive communication skills. - Ability to lead complex sales engagements while influencing both internal and external stakeholders. 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. - Influences the decision-making of customer executives by describing the value of HPE's solutions and their relevance to the customer's priorities. - Positions HPE strategy and solutions to demonstrate their critical importance to the customer's business. - Understands the innovation agenda and digital journey of the customer, providing input as appropriate. - Builds a business value framework for the customer. - Builds and executes a plan to drive growth and profitability across HPE's portfolio. - Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. - Formulates and presents technology choices for the customer to expand HPE's presence and margin in the account. - Leverages HPE programs and tools to improve business performance. - Contributes to internal reviews connected to deals and sales planning. - Engages with the customer to identify opportunities and translates their business challenges into IT opportunities. - Ensures a strong and rightsized pipeline funnel from the account team. - Leads pipeline building activities for the account, involving account team members as appropriate. - Identifies and develops opportunities for short and mid-term success. - Proactively leads early engagements and is accountable for deal closure. - Ensures ownership throughout the team for the deals in the pipeline. - Drives deals to closure through a multi-disciplinary team, including partners. - Develops and maintains a professional relationship network within the customer. - Understands and leverages the underlying principles for the customer organization's functioning. - Builds influential relationships with executives. - Defines an effective engagement model with the customer's key influencers and decision makers. - Develops and maintains a view of the partner landscape in the account. - Develops partner relationships and runs an active governance process for the partner network. - Works with the Partner Business Manager to assess and update the partner strategy for the account. - Develops and updates expertise in IT technology. - Engages with the customer's CTO/CIO as appropriate. - Articulates relevant modern trends in IT and presents them to executives within the customer. - Describes HPE's portfolio and references its use in other customers. - Builds, develops, and leads the extended account team. - Runs governance with the extended team and empowers account team to engage on different levels within the account. - Establishes a recurring process to provide feedback to the account team members and relevant managers. - Provides feedback into other HPE organizations and coordinates with other customer-facing HPE organizations to improve the customer experience. - Utilizes HPE tools and processes for customer advocacy. - Develops and executes a comprehensive account business plan for defined accounts. - Manages the collective effort to build and maintain both strategic and tactical elements of the plan. - Shares and aligns the plan with relevant stakeholders of the account. Qualifications - University or Bachelor’s Degree preferred, or equivalent experience. - Engineering or technology education, advanced degree or MBA desired. - 6+ years account management experience. - Experience in IT industry preferred. - Experience working within an IT department and/or working within customers is a plus. - Experience in vertical industry preferred. - Experience in different sales roles is a plus. Requirements - Drives Results: Shows strong will to win, is persistent in face of obstacles, and has a clear results orientation. - Strategic Planning: Able to articulate 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: Actively pursues own learning. - IT Industry Acumen: Maintains thorough knowledge of cutting-edge IT industry developments and technology trends. - HPE Portfolio Knowledge: Builds and continually updates understanding of HPE products, solutions, and service offerings. - Team Leadership: Skilled at leading teams through sales engagements in a complex matrix organization. - Network/Relationship Building: Skilled at creating strong professional relationships. - Two-way Communication: Able to listen actively and articulate value propositions in relevant language. - Influencing and Negotiating: Proficiently leverages influencing and negotiation techniques. - Business Acumen: Understands how different parts of a business interoperate to produce outcomes. - Operational Excellence: Shows predictability and operational excellence both internally and externally. - Integrity: Acts with integrity throughout complex situations. - Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape and enterprise architecture. - Consulting: Synthesizes skills and knowledge to guide the customer through achieving business outcomes. Benefits - Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing. - Personal & Professional Development: Programs catered to helping you reach career goals. - Unconditional Inclusion: Celebrates individual uniqueness and values varied backgrounds.

• Develop and maintain strong, trusted relationships with independent insurance agents within the assigned territory. • Collaborate with agents to develop and execute regular account planning sessions, identifying growth opportunities, setting clear objectives, and creating actionable strategies to achieve premium and performance goals. • Identify and reconnect with previously high-performing agents to rebuild relationships, understand barriers to past production, and implement tailored strategies to reignite their engagement and drive renewed premium growth. • Conduct regular visits (virtually and occasionally in person) with agents to understand their needs, challenges, and growth opportunities. • Drive premium growth by implementing strategic plans and working collaboratively with agents. • Act as the primary liaison between HOA/Porch and agents, providing exceptional service and support. • Represent the HOA/Porch at local industry events, trade shows, and networking opportunities. • Address and resolve complex challenges for agents by partnering with underwriting, marketing, and operations teams, ensuring a seamless experience and strong satisfaction levels.

• Own and evolve HBP’s portfolio of B2B channel partnerships • Define strategic role, objectives, and success metrics for each partner • Ensure channel offerings are differentiated from HBP-owned destinations • Lead partner identification, negotiation, and relationship management • Collaborate cross-functionally to ensure channel strategies are aligned • Contribute insight to the evolution of HBP’s partner ecosystem • Engage in partner identification and relationship management • Help evolve partnership frameworks and performance measurement

Role Description Promote JNJ Innovative Medicine Immunology products and represent the company to grow market share and achieve sales targets. Collaborate with Medical, local access, and AMs to create and implement account plans. Identify key nurse stakeholders, support J&J education plans per CVT strategy, and address unmet educational needs. Engage regional nurse KOLs and other key nurses as speakers and advisers for medical education. What to expect: - Create meaningful access to nurses, clinicians, pharmacists, and local teams to support the use of JNJ Innovative Medicine Immunology Products based on patient needs. - Coordinate with access teams and peers to promote brand goals and services for desired behaviour change. - Collaborate with business partners to implement full-year account plans and meet sales targets within your region. - Manage budgets and record activities accurately. Selling: - Use the selling model to present product benefits and influence prescribing decisions across various customer interactions (face-to-face, phone, digital). - Leverage marketing tools, maintain up-to-date clinical knowledge, and document all interactions in the iCONNECT system as per SOPs. - Build strong customer relationships, map and engage regional nurse networks, and organise nurse-focused meetings both locally and nationally. Who will you be working with: - Reporting into the RBM, you will work closely with the following people: - AMs - MSLs - CPMs - Marketing Colleagues - L&D - CAFS - HCC Qualifications - Nursing background, preferably within the Immunology therapy area. - Some commercial experience (not necessary but preferred). Requirements - Commercial Account Management - Pharmaceutical Sales - Strategic Planning Preferred Skills - Account Management - Clinical Experience - Communication - Cross-Functional Collaboration - Cultural Competence - Customer Centricity - Customer Intelligence - Data Savvy - Developing Partnerships - Execution Focus - Immunology - Market Knowledge - Pharmaceutical Industry - Pharmaceutical Sales Marketing - Problem Solving - Product Knowledge - Sales - Sales Prospecting - Sales Trend Analysis - Strategic Sales Planning Benefits - Competitive compensation and benefits package. - Benefits that can be tailored to what is valuable to you throughout different stages of your life. - Private healthcare. - Retail Vouchers. - Discounted & Subsidised Gym memberships. - Support community projects as part of our global Corporate Social Responsibility programme.