Enterprise Acct Mgr IV, Enterprise Business (SLED) - DC...Posted: October 22, 2009
• Builds strong professional working relationships with the client, including key Information Technology (IT) and business executives. • Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers. • Researches and understands the clients industry, and develops a core understanding of client business needs and challenges. • Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for HP. • Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors. • Advocates for client needs during sales cycle and in addressing any delivery issues. • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports. Business Management • Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account. • Actively drives ABP results through effective account management and reviews. • Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. • Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to HP. Represents the entire HP portfolio of products and services. • Protects HPs position and focuses on generating new business. • Engages partners effectively to improve win rates and delivery of selective deals. • Meets quarterly and annual quota. • Account Team Management • Orchestrates all HP resources essential for executing the account business plan, including sponsors. • Engages and manages team members in presales, sales specialists and inside sales to support complex deals. • Drives integrated planning and execution; coordinates both sales and Business Unit (BU) delivery organizations to ensure aligned client engagement and service. • Effectively engages and leverages executive sponsors. • Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio and improve win rate of selective deals. • Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development. • Manages 5- 10 accounts, usually within one country/region. • Typically qualifies and closes deals of moderate complexity, often with a single Global/General Business Unit (GBU) scope. • Works with mid-level decision-makers in the client organization. Qualifications Education and Experience Required: * Preferred Public Sector Sales Experience - preferably in State, Local & Education marketplace within posted geography. * 5-7 years account management experience Knowledge and Skills Required: • Leverages existing relationships and builds new relationships with executives in the business and in Information Technology (IT). • Negotiates at the business manager and IT executive level. • Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes. ? Submits timely and accurate forecasts and continually coaches team to do same. ? Knowledge of basic financial selling concepts in support of business cases for HP solutions. Account Team Leadership • Resources and leads successful dedicated global virtual teams. • Demonstrates strong presentation and communication skills at the business manager level. • Industry Acumen • Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions. Portfolio Knowledge • Solid knowledge of HPs breadth of solutions and engages appropriate specialist resources as needed. Specialty Knowledge • Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility. • Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions. • Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off • Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers. Critical Competencies to Drive Business Results: Planning & Reporting Ensures robust account planning and accurate account revenue forecasting Sales Leadership Personifies, coordinates & aggressively drives all HP selling within account(s) - products/services/solutions Opportunity Scanning Aggressively scans for prospective deals and shapes offers in pursuit of new business opportunities Deal-Making & Advancement Pursues large deals in enterprise accounts that advance HPs footprint control and stimulate account partnering Pipeline Management Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities Client Business Context Maintains a profound understanding of the business and technical contexts in which key accounts are situated, and uses this knowledge to build consultative effectiveness and establish trust Footprint Control Monitors, assesses and actively off-sets competitive tactics & messages within an account C-Level Partnering Contributes to enduring executive relationships that establish HP consultative professionalism and promote its total solution capabilities at the highest levels of the clients organization Client/Customer Relationship Building Demonstrates client-sensitive practices within the account(s) and internal gate-keeping within HP to support building strategic trusted advisor status Resource Optimization Applies partner and internal resources effectively and efficiently to advance sales opportunities Financial Acumen Exhibits authoritative business and financial acumen to develop meaningful business recommendations Influencing Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority Job - Sales Primary Location - United States-District of Columbia - Washington Other Locations - United States-Maryland - Baltimore, United States-Virginia - Richmond Schedule - Full-time Job Type - Experienced Shift - Day Job Travel - No Please refer to job code 1714443 when responding to this ad.
| Category: | Sales |
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> Account Management
| | Location: | Washington, DC | | County: | District Of Columbia County | | ZIP Code: | 20001 | | Pay Rate: | Open | | Job Terms: | full time | | Company: | Hewlett-Packard | | Phone: | email only please | | Fax: | email only please |
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