HP posted a job you might be interested in October 28, 2014 at 12:15AM

HP



Print Enterprise Account Manager Acquisition

Sydney, Australia, AU - Information Technology and Services

Hewlett-Packard’s (HP) Printing & Personal Systems (PPS) group is expanding its focus on acquiring new enterprise customers and is looking for an experienced, energetic acquisition Print Enterprise Account Manager (PEAM) to join a vibrant, high performing team based in Rhodes, New South Wales

We are seeking energetic, high-performance professionals who have a proven track record of success and are capable of delivering sustainable business growth through an agile & Client-centric approach centered on HP’s core values of integrity & trust.

The PEAM role is responsible for actively hunting new printing product & services sales opportunities within a defined acquisition territory comprising a mix of corporate and public sector organisations.

Key Responsibilities

• Acquire new or low share of wallet enterpriser accounts through:

• Enriched understanding of the customer and the competitive landscape

• Ongoing display of energy, persistence and resilience to overcome resistance and win against the competition

• Driving disruptive and creative sales and marketing activities in accordance with the hunting account plan

• Co-selling with HP Business Partners where differentiated value can be delivered to meet customer needs

• Leveraging / orchestrating broader OneHP resources (ES/EG/TS) to form new PPS relationships and expand within the account

• Build customer relationships essential for developing business partnerships, identifying and driving opportunities across multiple levels/roles within customer's business. Confident and effective engagement at C-level and Operations required

• Create competitive and breakthrough acquisition strategies and execution plans incorporating current and future market trends and customer needs

• Increase brand awareness for defined acquisition targets and employ RAD methodology to identify and prioritise opportunities

• Actively contribute to the broader print team acquisition sales strategy, hunting plans including alignment of inside/outside/partnering strategy

• Build, monitor, and manage sales pipeline to ensure continuous population and opportunity velocity of near- and long-term opportunities

• Regular update of SFDC CRM system including pipeline management, contact management and activity management.

• Involve additional HP stakeholders as necessary for accelerating relationships, complex opportunities or where the incumbent/competitor has a face to face relationship with customer.

• Orchestrate all available resources and sponsorship essential for executing business effectively.

• Four year university/ Bachelor’s degree preferred or equivalent experience.

• Minimum 6-8 years of selling / account management in print sales with knowledge & experience working around contractual print offerings

• Proven track record in managed print acquisition sales.

• Demonstrated ability to disrupt competitive incumbency, identify & move leads through entire sales process independently as well in support of larger account teams (where applicable)

• Proven track record of quota over achievement in acquisition print sales working with mid to large-sized organisations

• Self-motivated, competitive and goal oriented individual who works well autonomously or within a team;

• Strong communication skills (written & oral)– including presentation & relationship building abilities

• Strategic thinking and planning skills essential

Qualifications

• Four year university/ Bachelor’s degree preferred or equivalent experience.

• Minimum senior level experience selling / account management in print sales with knowledge & experience working around contractual print offerings

• Proven track record in managed print acquisition sales.

• Demonstrated ability to disrupt competitive incumbency, identify & move leads through entire sales process independently as well in support of larger account teams (where applicable)

• Proven track record of quota over achievement in acquisition print sales working with mid to large-sized organisations

• Self-motivated, competitive and goal oriented individual who works well autonomously or within a team;

• Strong communication skills (written & oral)– including presentation & relationship building abilities

• Strategic thinking and planning skills essential

Please apply without delay

No salary provided



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