Imaging & Printing Enterprise Account Manager - Metro...Posted: November 5, 2009
Title: Imaging & Printing Enterprise Account Manager - Metro New York Location: New Jersey - Paramus business environment HP is the largest seller of personal computers, printing solutions and system infrastructure systems. We are the 5th largest software company in the world, with over 328,000 employees and annual revenues surpassing $100 billion job description The territory is Northern New Jersey and Metro New York with travel 75% of the time within the territory. Recognized as an expert in your technology area, you'll be changing the ways in which companies work, not just selling a product. Engaged in both new business and existing accounts, you'll define and implement sales strategies and plans that will outperform quota and deliver net profit. Integrated with the local sales team and liaising with marketing, manufacturing and service specialists, you'll ensure that we deliver the most coherent, best in class solutions our customers could wish for. * Increase & maximize HP's revenue share of entire Imaging & Printing Group (IPG) spend with in all named accounts including (General Office Print, Copy, Fax, MFP, Color, Production Print & Central Reprographic Spend) * Demonstrate trusted advisor status & thought leadership within all target accounts for Managed Print Services & the IPG solutions portfolio. * Establish Executive level customer relationships within accounts * Increase & demonstrate higher, wider and deeper customer relationships & optimize IPG Solutions across multiple threads within all named accounts to develop competitive business advantage for key aspects of their business including IT, cross functional lines of business, procurement, sourcing, & facilities management * Develop & demonstrate your expert understanding of IPG products, strategies, services & solutions. * Demonstrate ability to lead large pursuit teams, including Bid-win resources, Technical Consultant, Services Principle, Bid/Engagement Manager, Legal/Contracts, HPS, HPFS and HP Sr Exec's to drive goals while building high Total Customer Experience (TCE). * Actively partner & maximize use of IPG Service Consultants, define formal roles & responsibilities for all MPS deal pursuits. Also leverage with other business unfits and hp financial services to drive IPG services businesses within assigned accounts and territory * Proactively communicate with Area Sales Manager (DM) on sales activity & deal progress on an ongoing basis * Demonstrate vertical industry expertise for named accounts & leverage key vertical focus to develop solutions targeting the customer key business drivers, issues, & processes * Develop & maintain ongoing integrated strategic account planning for all named accounts including alignment with all key sales resources including TC, CISR, Services Consultant, Supplies Specialist, & MPS pursuit resources * Develop & maintain TAS plans for all MPS sales opportunities * Manage a 3X funnel for both transactional & MPS sales opportunities. Provide accurate forecasting information on time as required by management * Protect 100% of IPG install base revenue in all named accounts. No customers or deals lost due to unsatisfactory TCE within your control * Align with other hp business unites to develop planning & strategic relationships to leverage a competitive advantage for IPG * Incorporate marketing as a sales tool in proactively and regularly communicating with customers. Plan & leverage with other hp business unit executive briefings with key accounts * Leverage IPG executive management to remove sales inhibitors, accelerate sales cycles, & escalate issues to close business faster * Develop and execute personal development plan incorporating IPG training curriculum * Work with partners to increase HP's value in key solution areas your profile Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business Administration (MBA) or a combination of education and relevant experience; prefer 10 years enterprise sales with transactions involving leadership of a complex, cross functional team. Experience in one or more of the following areas: Sound knowledge of IT sales A self-motivated, go-and-get approach and the will to win Strong presentation, sales, negotiation and influencing skills An organized, team approach End-user customer sales Sales with customer visits Technical assistance providing within selling process Product demonstrations, customer training and product installation responsibilities Strategic sales account experience Definition of specific sales plans Working with external partners to deliver solution sales Interface with all levels in customer organization Record of over quota performance Coordination or teamleading with other sales professionals Project management role Strategic sales Business Plan development Skills Include: Detailed knowledge of key customer types or customers on given products Business plan development Account plans and long term sales funnel development Selling of complex products Selling of solutions Project management -structured work approach Resource management Marketing skills Communication skills Negotiation skills Creative ability Consulting skills Leadership qualities, credibility Self-confidence Acuteness Willpower Intellectually flexible Synthesis Fluent English and local language skills
Please refer to job code hp-334276 when responding to this ad.
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