HP posted a job you might be interested in October 30, 2014 at 06:45AM

HP



Commercial Account Manager

Spain, ES - Computer Hardware, Computer Software, Information Technology and Services

• Coordinates/Owns account plans on one/multiple commercial accounts.


• 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 with the IT organization at the client, and develops a core understanding of the unique business needs.


• Analyses and understands of win/loss results for owned accounts.


• Works with and leverages external partners to deliver solution sales


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


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


• Responsible for achieving/managing quota based on regional guidelines.


• Enters and is accountable for all opportunities in pipeline tools and processes


• 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 sales policy and strategy for assigned business segment.


• Often works with experienced salesperson in customer visits.


• May provide technical assistance within selling process.


• Depending on account size, complexity, and coverage, is assigned lower to average quota size

QUALIFICATIONS:



Education and Experience Required:

• University or Bachelor's degree preferred.


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


• Typically 1-3 years quota carrying telesales experience.


• Inside Account experience of large commercial of moderate to large complexity.

Knowledge and Skills Required:

• IT awareness and entry level solution development capability.


• Can differentiate between own offerings and what competitors offer using marketing information


• Applies specialized knowledge to assess client's business and identify opportunities to extend current business in the account.


• Work as a member of a team in providing support and giving input regarding account opportunities.


• Ability to provide account planning support to sales team.


• Negotiation skills and ability to frame the value proposition for the customer.


• Product demonstration, customer training, and product installation skills.


• Be able to utilize resources effectively in or order to pursuit revenue generating opportunities in the account.


• Enough knowledge about product and services to be able to sell transactionally.


• Ability to prioritize and drive strategic sales activity on a product and services basis.


• Competitive selling skills.

No salary provided



Posted October 30, 2014 at 06:45AM from LinkedIn http://ift.tt/102iiEQ

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