HP posted a job you might be interested in July 06, 2014 at 08:10AM

HP



HP Software Territory Account Manager

Nigeria, NG - Computer Software

• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline for HP Software.

• Maintain knowledge of competitors in account to strategically position HP's software 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.

• 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.

• Sub-Sahara Africa











Qualifications
Education and Experience Required:

• University or Bachelor's degree preferred.


• Directly related previous work experience (software sales).


• Both vertical industry & partner knowledge required.


• Typically 5-8 years advanced sales experience required.

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.


• Deep knowledge of products, solution or service offerings as well as competitor's offerings.


• Understands how to leverage HP's portfolio and change the playing field on our competitors.


• Utilizes Siebel as an expert and accurately forecasts business.


• Understands and sells high value software solutions


• Understands selling of services sales.


• Leverages services as part of strategic product sales.


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


• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

No salary provided



Posted July 06, 2014 at 08:10AM from LinkedIn http://ift.tt/1jbmvyX

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