Key responsibilities
• Serves as the overall dedicated Account Manager for key accounts within banking and public sectors
• Aggressive sales leadership, representing the HP enterprise portfolio to drive account growth and share of wallet.
• Understands the Clients critical business priorities and supporting IT challenges; Focuses on driving value for the client while maximizing competitive share, revenue and margin for HP.
• Supported by presales, product/service specialists and inside sales support, establishes a professional working relationship (up to the executive level) with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Tailors HP strategy and solutions to meet the needs of the customer.
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitates solutions development.
• Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to HP.
• Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
• Builds, monitors and manages sales pipelines to ensure continuous population, forecast accuracy, achievement of quota, and movement of near- and long-term opportunities
• Develops comprehensive plans that articulate the strategies/ requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress
• Coordinates different BUs and drives pricing decisions for portfolio solutions
Qualifications
Education and Experience Required:
- University or Bachelor’s Degree; advanced degree or MBA desired
- Experience in IT industry
- Experience in vertical industry preferred
- Typically 8 years account management experience in assigned country
- Experience leveraging internal sales and external channel partners & alliances to provide a total solution to the customer
- Account business planning
- Track record of building and deploying successful sales strategy
- Experience working with sales tools including Siebel
- Proven ability to build strong sales pipeline and accurately forecast business
- Strong and consistent track record of account management and sales performance
- P&L and risk management skills and experience required
Knowledge and Skills Required:
- Proven ability to align the client’s business needs with technology solutions.
- Highly developed business development and negotiation skills.
- Experience providing technology solutions which solve client’s key business challenges & position himself/herself as a trusted advisor with the client
- Account sales strategy and execution including usage of sales tools (Siebel, Target Account Selling (TAS,).
- Proven ability to provide timely and accurate forecasts and continually coaches team to do same
- Proven experience building a business-case approach in crafting client proposals and in HP-internal requests for resource and/or investments.
- Expertise in managing end-to-end sales processes involving complex, multi country, multi-business unit deals. Industry
- Keeps abreast of industry trends as relates to opportunities to create added value for the client.
- Knowledge of industry and client’s security, risk and compliance issues.
- Strong presentation as well as verbal & written communication skills.
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