HP posted a job you might be interested in November 10, 2014 at 03:05PM

HP



Commercial Infrastructure Account Manager

London, United Kingdom, GB - Computer Hardware, Information Technology and Services

HP is one of the world’s largest & most successful IT companies. We know that our people and values are the most important elements in this success. We invest in your personal growth and development in an environment that will both challenge and reward you.

HP Enterprise Group offers a diverse portfolio of products ranging from networking, storage, ISS to Technology Services, Consulting and Outsourcing. We provide consulting and support to more than 1,000 corporations and government clients in 90 countries, achieving maximum productivity and efficiency for our customers.

The Intermediate Commercial Account Manager

• Coordinates/Owns account plans for commercial accounts in the account planning process.


• Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.


• Uses specialty to leverage existing opportunities in account.


• Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.


• Analyzes win/loss rates and drive recommendation to improve ratios


• Works with and leverages external partners to deliver solution sale.


• Refers HP volume products and certain value products to other specialists or partners as needed.


• Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.


• Responsible for achieving/managing quota based on regional guidelines


• Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices.


• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.


• Acts as a first interface for owned accounts in collaboration with members of global business teams.


• May Train/Coach and lead Inside account reps/Inside Sales


• Contributes to or designs sales policy and strategy for assigned business segment.


• Account size ranges; may work in a small-medium, enterprise or corporate segment; varied sales cycle.
  

Qualifications
Education and Experience Required:

• University or Bachelor's degree required - e.g. in Math and/or Economics, Physics, Computer Science, Software Engineering, Network Engineering, or Business Studies etc.

• Demonstrated progressive achievement, diversity of business customers, and higher level customer interface.

• Detailed knowledge of key customer types or customers on given products.

• Typically 2-5 years of experience in specialty sales, and/or a client delivery function (e.g. particularly consulting) after completing a graduate-level-hire program at a high-technology vendor or technology consulting firm.

Knowledge and Skills Required:

• Develops and in-depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.

• Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.

• Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.

• Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status

• Solid communication and presentation skills within IT at the manager level.

• Product demonstration, customer training, product installation skills (for product specialty roles)

• Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off.

• Have enough knowledge about a product, service or solution to be able to qualify a deal.

• Negotiation of profitable deals so that HP can expand opportunities based on existing business and increase footprint and revenue.

• Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.

• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

• Will regularly use Siebel updating deal profile and forecasting accurately.

No salary provided



Posted November 10, 2014 at 03:05PM from LinkedIn http://ift.tt/1w9WTCt

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