HP posted a job you might be interested in March 31, 2014 at 05:40PM

HP



Enterprise Group - Account Manager

Botswana, BW - Computer Hardware, Computer Networking, Information Technology and Services

The Enterprise Group Account Manager will drive sales within key accounts in Southern Africa.



Key responsibilities include but aren’t limited to:



• Serves as the dedicated Account Manager for key accounts

• Aggressive sales leadership, representing the HP enterprise portfolio to drive account growth and share of wallet.

• Understands the Clients critical business priorities and supporting IT challenges; Focuses on driving value for the client while maximizing competitive share, revenue and margin for HP.

• Supported by presales, product/service specialists and inside sales support, establishes a professional working relationship (up to the executive level) with the client, by developing a core understanding of the unique business needs of the client within their industry.

• Tailors HP strategy and solutions to meet the needs of the customer.

• Interfaces with both internal and external/industry experts to anticipate customer need sand facilitates solutions development.

• Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to HP.

• Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.

• Builds, monitors and manages sales pipelines to ensure continuous population, forecast accuracy, achievement of quota, and movement of near- and long-term opportunities

• Develops comprehensive plans that articulate the strategies/ requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress

• Coordinates different BUs and drives pricing decisions for portfolio solutions







Qualifications


Education and Experience Required:

• University or Bachelor's Degree; advanced degree or MBA desired


• Experience in IT industry


• Experience in vertical industry preferred


• Typically 5 years account management experience in assigned country


• Experience leveraging internal sales and external channel partners & alliances to provide a total solution to the customer


• Account business planning


• Track record of building and deploying successful sales strategy


• Experience working with sales tools including Siebel


• Proven ability to build strong sales pipeline and accurately forecast business


• Strong and consistent track record of account management and sales performance


• P&L and risk management skills and experience required

Knowledge and Skills Required:

• Proven ability to align the client's business needs with technology solutions.


• Highly developed business development and negotiation skills.


• Experience providing technology solutions which solve client's key business challenges & position himself/herself as a trusted advisor with the client


• Account sales strategy and execution including usage of sales tools (Siebel, Target Account Selling (TAS,).


• Proven ability to provide timely and accurate forecasts and continually coaches team to do same


• Proven experience building a business-case approach in crafting client proposals and in HP-internal requests for resource and/or investments.


• Expertise in managing end-to-end sales processes involving complex, multi country, multi-business unit deals. Industry


• Keeps abreast of industry trends as relates to opportunities to create added value for the client.


• Knowledge of industry and client's security, risk and compliance issues.


• Strong presentation as well as verbal & written communication skills.

No salary provided



Posted March 31, 2014 at 05:40PM from LinkedIn http://ift.tt/1gTVZYz

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