HP posted a job you might be interested in March 26, 2015 at 12:55PM

HP



Public Account Manager Printing

Copenhagen Area, Capital Region, Denmark, DK - Computer Hardware, Information Technology and Services, Printing

The HP Printing Account Manager family of roles aligns printing solution understanding with solid familiarity with the customer’s industry and unique business needs, and builds relationships that ensure access to business-planning levels. Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic components to ensure the crafting of optimum HP solutions that map to customer business drivers, initiatives, and key performance indicators (KPIs). Applies 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 towards HP/PPS’s advantage, and represents HP/PPS products and services in a concise, relevant way that resonates with customers to drive purchase decisions. Coordinates all planning and sales activities within an account using face-to-face or virtual methods. 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 PPS’s strategy and solutions to customer priorities.



The Public Account Manager is a generalist who aggressively and proactively identifies and drives new opportunities, including the expansion of PPS’s within existing named accounts and the acquisition of new accounts in the local Danish public area. Researches and targets potential high yield opportunities, and builds strategies to drive account penetration or expansion. Conducts the pre-work and account networking essential for making initial contacts and scheduling visits. Launches productive sales dialogues that generate interest in PPS. Actively works to expand initial contacts, define prospective opportunities, and build momentum. Orchestrates the executive sponsorships, technical resources, and internal pricing approvals that may be essential for achieving early wins. Builds on initial momentum to expand account opportunities and displace the competition. Oversees and nurtures new business relationships by acting as the face of PPS within the client system, and driving customer satisfaction for all HP and/or partner personnel supporting pursuit, engagement, and fulfillment activities.



Key responsibilities:


• Aggressively hunts new account opportunities in Public areas where HP is not currently present, while expanding sales penetration within existing public accounts to achieve wins.

• Conducts the research and account networking that lay the foundation for initial contact with prospects.

• Develops the hunting/farming strategies and pursuit plans required to prepare for and drive effective sales dialogues.

• Establishes an account presence for HP/PPS, leveraging initial contacts into expanded dialogues at all relevant account levels, including executive decision makers.

• Educates and leverages partners to ensure breadth of sales pursuit activities, coverage, and new account acquisition.

• Drives “internal selling” of prospective deals to ensure the pricing and allowances necessary to achieve early wins.

• Exploits early wins to build sales momentum, expand wallet share, and achieve account penetration or control for HP.

• Leverages PPS sales initiatives and campaigns to generate interest in HP/PPS or displace account control by the competition.

• Manages and expands the robust sale pipelines needed to achieve growth metrics and associated quota.

• Acts as the face of HP/PPS within new or expanded accounts to maximize customer satisfaction, and sets expectations for all HP and partner personnel supporting sales pursuit activities.

• Transitions accounts from hunting to steady state farming in an orderly manner that ensures the account relationships and customer satisfaction critical for account retention and continued growth.

• Engages partners effectively to improve win rates and delivery of selective deals.

• Meets or exceeds quarterly and annual revenue and margin quotas, using margin management techniques.

• Participates in and drives Account Team Management.

• Orchestrates all HP resources and sponsorship essential for executing the account business plan and hunting strategy.

• Engages and manages team members in presales, sales specialists and inside sales to support complex deals.

• Effectively engages and leverages executive sponsors, HP sales specialists, channel and alliance partners to fully leverage HPs executive influence and portfolio to improve win rate of selective deals

• Interfaces with both internal and external industry experts to identify or anticipate prospect needs, and to facilitate solution development.









Qualifications
Education and Experience Required:



• University or Bachelor's Degree; advanced degree or MBA desired.

• Expert in the sale in IT industry.

• Typically 8-12 years account management experience.

• Danish and English language knowledge.



No salary provided



Posted March 26, 2015 at 12:55PM from LinkedIn http://ift.tt/1Nc5gbs

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