HP posted a job you might be interested in March 22, 2014 at 03:20PM

HP



Enterprise Account Manager

Singapore, SG - Computer Hardware

• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.


• Formulate and expand solutions to generate additional product or service attachments and up sell revenue.


• Certain roles may also sell through the channel.


• 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.


• Work with the client up to IT management level.


• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.


• May focus on growing contractual renewals for small-to-mid size accounts with limited 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:

• Participates in general sales strategy; defines specific sales plans with manager.


• Independently sells a specific product/solution.


• Selling role may be transactional and/or demand generation focused.


• May work with and leverage external partners to deliver sale.


• May interface with any level in customer organization; focused mainly on specialist buyers, e.g. IT.


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


• Average size quota.
  
  
  

Qualifications

Education and Experience Required:

• Typically 6 to 8 years of experience in specialty sales.


• Must Have experience in Public Sector


• Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.


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


• University or Bachelor's degree preferred.

Knowledge and Skills Required:

• 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.
  
  
  

No salary provided



Posted March 22, 2014 at 03:20PM from LinkedIn http://ift.tt/1nNpajK

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