HP
Enterprise Account Manager
Greater New York City Area, US - Computer & Network Security, Computer Networking, Computer Software
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HP, we know that our people and values are the most important elements in this success.
The Global Sales Organization delivers HP's market-leading products, services, software and solutions to customers big and small across the globe. Our sales force is made of great communicators who are able to listen to what a customer wants and then exceed their expectations. HP offers a number of opportunities and ongoing development for professionals to build a long-term sales career. We hire people for a range of different sales roles including inside sales, channel sales, reseller sales, retail sales, enterprise account management, global account management, enterprise architect, client principal, sales management and presales. You have the opportunity to specialize in a specific product area such as software, a vertical or solution area, or focus on an entire portfolio by leading a global account team. You can build a rewarding career that meets your personal and professional goals while helping HP grow and make a difference in the world.
The HP/EG account manager family of roles serves as the overall HP lead for assigned accounts and/or territory accounts, including those global in scope. Aligns solution understanding with solid familiarity with the customer’s industry and unique business needs, and builds relationships that ensure access to business-planning levels. Provides a single face to customers to drive Enterprise Group (EG) portfolio selling and year-over-year account growth, while representing all HP products, services, and solutions. Conducts business and financial analysis in collaboration with customers to ensure the crafting of strategic roadmaps and optimum HP solutions that align to customer business drivers, initiatives, and key performance indicators (KPIs). Uses sell to / sell-through / sell-with motions to achieve sales wins for HP. Applies value pricing tools and techniques, business sensibilities, and risk management to ensure good business for HP. Collaborates with HP’s partners to ensure sales coverage and comprehensive customer solutions. Shapes customer business planning and investment to HP’s advantage. Manages accounts, including the development of pan-HP sales strategies and account plans, pipeline management, forecasting, P&L oversight and margin protection, and financial reporting by segment. Drives the sales process for opportunities, including technical requirements analysis, opportunity qualification, proposal development, pricing and quoting, development of contractual terms and conditions, negotiation, and close. Monitors deployment and ensures the contribution of HP/EG quality and responsiveness to customer satisfaction. Collaborates with functional and regional management to ensure support by presales and product/service specialists. Interfaces with internal and external experts to anticipate and pursue emergent customer needs/opportunities with appropriate solutions. Advocates internally on behalf of customers, and tailors EG’s strategy and solutions to customer priorities.
An Enterprise Account Manager (EAM) provides an executive presence for enterprise accounts and at the local level of global accounts to drive key opportunities, to ensure profitable growth for HP, and to enhance the Total Customer Experience (TCE) for the customer. Where warranted, in the absence of an AGM, assumes AGM responsibilities.
- Negotiates key complex deals in enterprise accounts
- May drive opportunities that represent a subset of global deals while exploiting local opportunities as well, characterized by 1- to 3-year time horizons
- Executes sales focused on Enterprise Group solutions while facilitating sales of all HP products and solutions
- Drives or supports HP sales initiatives and campaigns
- Sets expectations and manages the contribution of all HP personnel selling into and supporting accounts
- Develops an account presence for HP at all account levels, including executive decision makers
- Expands HP’s presence and control within enterprise account(s)
- Builds and directs account team and partner collaboration, support, and strong communication (HP and partner) essential to achieve wins
Qualifications
Education and Experience Required:
- University or Bachelor's Degree; advanced degree or MBA desired
- Experience in IT & Financial Services' Industry
- Experience in vertical industry preferred
- Typically 12+ years account management experience
- Extraordinarily strong track record of account management and sales performance
Knowledge and Skills Required:
Account/Business Development
- Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
- Highly developed business development and negotiation skills at the CXO level.
- Focuses on client's key business challenges and drivers to position himself/herself as a trusted advisor at the CxO level.
- Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.
- Submits timely and accurate forecasts and continually coaches team to do same.
Account/Team Leadership
- Creates an account governance plan where EAM identifies, and leads the account team appropriately for the client's needs and styles to continue to move a deal forward.
- Coaches teams on their individual contribution to their success in achieving the targeted business results.
- Strong coaching and team leadership skills.
- In-depth knowledge of client's business, organizational structure, business processes and financial structure.
- Develops a comprehensive business-case approach in crafting client proposals and in HP-internal requests for resource and / or investments.
- Attracts, leads, and retains global resources.
- Expertise in managing end-to-end sales processes involving complex, multi-portfolio, large deals.
- Demonstrates strong presentation and communication skills at the client CEO level.
- Adheres to SBC and HP's code of ethics
Industry Acumen
- Deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues
- Keeps abreast of industry trends as related to opportunities to create added value for the client.
- Demonstrates strong presentation and communication skills.
- Applies IT best practices specific to the client's industry.
Portfolio Knowledge
- Knows HP's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.
Specialty Knowledge
- Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
- Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Demonstrates a successful ability to leverage Hp's portfolio of products and services to change the playing field against our competition.
- Expert in the sale of IT services and outsourcing
No salary provided
Posted November 21, 2014 at 06:50PM from LinkedIn http://ift.tt/1z3OSla
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