HP posted a job you might be interested in October 28, 2014 at 01:35AM

HP



Enterprise Account Manager

Sydney, Australia, AU - Information Technology and Services

A unique opportunity currently exists for a polished Enterprise Account Manager to join HP in Rhodes, Sydney in a full time capacity. Acting as a trusted advisor and working with senior executives of a major blue chip client, you will work closely with stakeholders within HP and the client to manage the client account as well as identify new opportunities, create and secure deals worth millions of dollars. You will work and coach your team both locally and regionally to achieve the best outcomes for the client.

Your responsibilities will include but not be limited to the following:

Client/Account Relationship

• Building strong professional working Directors and Senior Management Team relationships with the client.


• Establishing a high level of personal credibility with key client executives.


• Leveraging executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.


• Deeply understanding the client business strategies and challenges.


• Acts as a trusted advisor to client leaders, shaping deals early in the sales cycle.


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


• Advocating for client needs during sales cycle and in addressing any delivery issues.


• Maintains high-level of customer loyalty and builds trust and integrity.

Business Management

• Help contribute an Account Business Plan (ABP) for this Global Account and drive to deliver and execute the ABP that includes both transactional and strategic initiatives to grow HPs presence and share in the account over a 1-3 year time horizon.


• Actively drives ABP results through effective account management and reviews.


• Building sales pipeline activity.


• Actively nurturing of deals and movement of new opportunities to close.


• Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques


• Engaging and managing team members in presales, sales specialists and inside sales to support complex deals.


• Driving integrated planning and execution; coordinating both sales and Business Unit delivery organizations to ensure aligned client engagement and service.

Qualifications

To be successful in this role, it is expected that you possess the following:

• Experience in IT industry, ideally in Telco


• Typically 5-8 years account management experience


• Strategic thinker and strong problem solver


• Demonstrated history in overachieving your sales targets and managing large enterprise accounts of multi-million deals.


• Ability to be a compelling story telling – discussing ideas with passion, motivating stakeholders to gain support and commitment.


• Demonstrated strong presentation and polished communication skills at the Senior Executive level.


• Strong senior executive level relationships, especially working with executives in lines of business.


• Previous experience negotiating deals at the senior executives’ level.


• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. s

You will easily apply IT and/or industry solution, product, service knowledge to solving business challenges.

Applicants must be Australian Citizens or Permanent Residents at the time of application. We do not provide assistance with sponsorship or relocation.

Apply now !

No salary provided



Posted October 28, 2014 at 01:35AM from LinkedIn http://ift.tt/12W7Znz

via IFTTT