Systems Intergrator Services Account Manager -Federal...Posted: October 31, 2009
Title: Systems Intergrator Services Account Manager -Federal Sales Consult IV- Raytheon Lead, Services (PL09) Location: Maryland - Bethesda Systems Intergrator Services Sales Account Manager - Raytheon Lead Responsbile for Federal Services Protfolio including, Network Solutions, CFS, Mission Critical Support Solutions. Responsible for managing sales pipeline. . Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others. . Maintain knowledge of competitors in account to strategically position HP's products and services better. . Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit. . Provide support to External Active Monitoring (EAM)s/Client Account Manager (CAM)s and provide input regarding business development and solution expertise. . Development of quota objectives and future direction for defined product category. . Some Technical Management Solutions (TMS) specialists also responsible for selling small outsourcing deals. . Establish a professional, working, and consultative, relationship with the client, up to and including the C level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry. . Spend large portion of time working with and leveraging external partners to deliver sale. . For Technical Specialist (TS)/TMS: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals. . Directs or coordinates supporting sales activities . Works on accounts of greater dollar value; typically of higher risk to HP. . May perform project management role. . Extensive time working external partners. . Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization. . May develop business plan in conjunction with customer. Education and Experience Required: Directly related previous work experience. Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface. Extensive selling experience within industry and on similar products. Typically 8-14 years of advanced sales experience. Project management skills required. 2-3 years of product sales in the desired specialty. Knowledge and Skills Required: . Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions. . Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling. . Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit. . Understands the role of Information Technology (IT) within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities . Account planning and accurate account revenue forecasting skills. . Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities. . Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs . Excellent project management skills. . Establishes a professional working relationship, up to the executive level, with the client. . Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals. . Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers. . Deep knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings. . Understands how to leverage HP's portfolio and change the playing field on our competitors. . Understands and sells high value software solutions . Understands selling of services sales. . Leverages services as part of strategic product sales. . Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions. . Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the Technical Specialist (CIO)s, typical objectives, measures, metrics.
Please refer to job code hp-340981 when responding to this ad.
|
