HP posted a job you might be interested in April 25, 2014 at 04:10PM

HP



Supplies Account Manager

Singapore, SG - Computer Hardware

• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.


• Maintain knowledge of competitors in account to strategically position HP's products and services better.


• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.


• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.


• Contributes to proposal development, negotiations and deal closings.


• Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.


• May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.


• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.


• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

Scope and Impact:

• May coordinate internal & external partners to deliver appropriate solution sale.


• Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.


• Assigned average or higher size quota.


• Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
  

  
  

  
  

Qualifications

• Typically 5-8 years advanced sales experience required.


• 5 years experience in selling Supplies


• Demonstrated success in achieving progressively higher quota.


• Extensive vertical industry knowledge required.


• University or Bachelor's degree preferred.

Knowledge and Skills Required:

• Is considered an expert in knowledge of 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 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.
  
  
  

No salary provided



Posted April 25, 2014 at 04:10PM from LinkedIn http://ift.tt/1iVelYv

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