Account Manager

Client/Account Relationship

* Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account. * Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel. * Acts as business partner to account and "extension" of the customers IT management team. * Demonstrates breadth and depth of knowledge to position and map HP capabilities that align to client business objectives and initiatives. * Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports. * Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for HP. * Leverages full HP portfolio to add significant value to customers business, continuously improve account profitability for HP and expand HPs share of wallet of the customer spent * Actively engages the Executive Sponsor and other senior HP executives to build strategic relationships with the customer which ensure long-term business opportunities for HP

Business Management

* Builds, monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break-through initiatives. * Nurtures and closes new HP solutions opportunities that result in substantial incremental orders, revenue and margins to HP, representing the entire HP portfolio of products and services. * Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates * Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the HP internal stakeholders in the GBUs and the countries/regions * Provides the business rationale and risk assessment for making HP investments in the account * Meets quarterly and annual sales goals, and coaches HP resources to meet and exceed targets

Account Team Management

* Orchestrates the resources and sponsorship essential for executing business effectively on a global scale.  Engages HP sales specialists, channel and alliance partners to fully leverage the portfolio of HP solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value. * Coaches account team members to optimize performance and to enable broader and deeper client engagement. * Coordinates all HP activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated. * Coordinates multiple WW BU delivery organizations to support client engagement and service in the account. * Actively engages the Executive Sponsor and selectively leverages other senior HP executives to build strategic relationship which favorably position long-term business opportunities for HP and are complimentary to overall account activities. * Drives integrated planning and coordinated sales execution effectively.

People Management

* Identifies and grows key performers and develops a succession plan. * Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers * Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals. * Nurtures and advances the talent required to maintain HP sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force. * Typically qualifies large complex, global deals that span multiple functions/solution sets. * Works with all levels of decision-makers in the client organization including the CEO. * Account size:  $50M, preferably in more than one region. * Sales Motion: Strategic Supplier as a minimum * Portfolio: TSG (with high HPS & Software content) plus IPG & PSG.

Qualifications

Education and Experience Required:

*  Bachelors Degree, MBA desired * 10-12 years account management experience * Experience in IT industry and in vertical industry preferred * Experience in leading global teams * P&L and risk management skills and experience required

Knowledge and Skills:

Strategic Business Partner

* Analyze the clients IT spending and develop strategies to assist clients to optimize their IT investment. * Develop and recommend strategies to simplify IT operations. * Understanding of clients IT infrastructure, governance and architectural approach. * Maintain an awareness of sourcing options to optimize client IT capabilities. * Understands how the clients IT operation is managed and budgeted, and how key initiatives are funded. * Knows the strengths and weaknesses of key competitors in the account and exploits this knowledge to HPs advantage. * Frequently requested to educate peers on account management, client issues and trends, and key industry issues. * Sets and manages appropriate client expectations to run the account business. * Frequently educates client and account team on pertinent business issues, new HP products and services and industry trends. * Demonstrates business leadership skills in contributing to HPs strategic direction in addressing client needs, input on internal processes and in identifying new capabilities. * Balances strategic and tactical pursuits to optimize coverage and develop a predictable HP revenue stream. * Influences BU development agendas and promotes cross-BU solution-oriented collaboration in pursuit of consultative account partnering.

Job - Sales

Primary Location - United States-District of Columbia - Washington

Schedule - Full-time

Job Type - Experienced

Shift - Day Job

Travel - Yes, 25% of the time

Please refer to job code 1725416 when responding to this ad.

Category:	Sales
	> 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