HP posted a job you might be interested in April 03, 2015 at 01:05PM

HP



Account Executive

Singapore, SG - Information Technology and Services

HP is one of the largest and most successful IT companies in the world. We realize that people are our most valuable asset in remaining in this position which is why we are committed to your continued development and growth.



HP Enterprise Services offers a diverse portfolio of products ranging from applications and business process improvements to infrastructure technology outsourcing. We provide consulting and support to more than 1,000 corporations and government clients in 90 countries, achieving maximum productivity and efficiency for our customers.



The Account Executive is the general manager of client accounts. The role provides a single point of contact, accountability, and authority for: Client Relationship; End-to-end Service Delivery; Service Excellence; Client Satisfaction; Contract Performance; Operational Business Planning; Financial Performance; Sales/Business Development. The successful executive will need to achieve and exceed profitable growth, financial, and performance targets, to improve client(s) satisfaction, HP’s market position and long-term growth opportunities. The incumbent should also possess superior team leadership skills to be able to engage the client(s) and HP employee team and gain buy-in as well as engagement to the overall strategic objectives of the project.



Client Management

• Leads, coordinates and manages the long-term, consultative, C-suite client relationship to become the client’s trusted advisor
  


• Builds and executes the overall client relationship plan, including project transformation, change management and transition management
  


• Responsible for executive-level communications with the client and HP regarding expectations and performance
  


• Responsible for overall service excellence and developing and executing relationship
  


• Understands the client’s definition of thought leadership and innovation and incorporates into the operational business plan
  


• Represents the full spectrum of HP value to the client and serves as the client advocate inside HP
  


• Manages across HP and our partners to maximize value to the client
  

Account Transformation, Strategy & Operation

• Drives transformational changes needed to achieve the project objectives
  


• Successfully creates, communicates and executes an ongoing operational business plan that connects HP and client strategies
  


• Drives productivity, quality and other HP corporate initiatives into the account operational business plans to maximize the overall health of the account and value to the client
  


• Outlines the overall workforce and labor strategy to meet client and business objectives
  


• Oversees and administers the contract; works with the client to amend and approve as necessary
  

Growth Strategy

• Identifies and prioritizes growth opportunities based on client needs and HP strengths, and incorporates into account operational business plan
  


• Expands the range of HP’ services to the client, increasing the depth and breadth of service offerings and penetration of the client’s total spend
  


• Uses thought leadership and expertise of industry, HP portfolio, and competitive factors to design, sell and deliver timely, innovative, highly leverageable, competitive value solutions HP can optimally deliver
  


• Identifies and communicates client demand signals for HP offerings and capabilities to the HP organization
  

Financial

• Manages P&L to meet or exceed corporate targets, with emphasis on the profit, revenue and growth
  


• Ensures all new business improves the overall financial health of the account
  


• Conducts forecasting and variance reporting consistent with corporate guidelines; works with service delivery to develop forecasts that include aggressive growth objectives as included in the account operational business plan
  


• Responsible for contract-related capital plan needs
  


• Responsible for timely and accurate invoicing to the client, including dispute resolution and collection
  

Risk

• Anticipates, mitigates, and manages risk to HP and the client
  

Service Delivery

• Accountable for end-to-end service delivery and ensuring all contractual commitments are met
  


• Ensures Service Excellence targets are achieved
  


• Develops and communicates workforce / talent demand to run existing business and meet projected account growth
  


• Manages client communications and expectations around issues and provides final resolution for issues not resolved by delivery
  


• Articulates and leverages HP delivery model in support of utilizing best in class, most effective delivery solutions and locations
  

People

• Leads all employees who, either directly or indirectly to provide services to the client and maintain customer service excellence
  


• Motivates employees to achieve the account vision, goals and culture needed to meet client and HP expectations
  


• Works with leveraged organizations on personnel changes ensuring any staffing changes maximize the overall health of the account and the client relationship
  


• Provides leveraged organizations and individuals performance feedback on achievement of account/client objectives and significantly contributes to decisions on performance evaluations and rewards
  


• Develops and coaches the team and individuals to perform against expectations and improve results
  


• Sets an example of desired behaviors and implements consequences for inappropriate behavior
  


• Communicates with employees in various forums to foster two-way dialogue and drive engagement
  

Qualifications
Education and Experience

• Bachelor’s degree or equivalent, MBA or equivalent preferred
  


• 10-12 years of working experience in the technology industry, in account leadership roles such as sales, delivery or business management
  


• 8-10 years of experience in services sales, managing installed based accounts
  


• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
  


• Experience working in a matrixed environment
  


• 8 years of P&L, sales and risk management experience required
  


• Financial Services industry experience preferred
  

Knowledge and Skills

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
  


• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
  


• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
  


• Understands the role of IT within area of specialization and how HP’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
  


• Account planning and accurate account revenue forecasting skills.
  


• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs
  


• Excellent project management skills.
  


• Establishes a professional working relationship, up to the executive level, with the client(s).
  


• Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
  


• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
  


• Understands and sells high value software solutions.
  


• Understands selling of services sales.
  


• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

No salary provided



Posted April 03, 2015 at 01:05PM from LinkedIn http://ift.tt/19OeBat

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