Commercial Account Manager 4

Description -

As an Enterprise Acquisition Account Manager, you will be responsible for selling HP’s Personal Systems products, services and solutions while developing new customer relationships.  The ideal candidate will be able to manage their territory of named accounts independently, while working effectively in a team environment towards goals. Primary responsibilities include pipeline creation, deal acceleration, and closing new accounts. The Enterprise Account Manager brings a Point of View to the Customer engagement; uses all resources to address customer needs with appropriate Products, Services and Portfolio.  A successful candidate needs to demonstrate the ability to open the door at new customers, leveraging their local network as well as CSM tool.  Be able to build trust with customer and effectively communicate HP’s value-add.  And be highly skilled in negotiating complex global contracts.  5-7 years of experience in selling to End-User Enterprise customers is a must.

Responsibilities

• This pure hunter role is responsible for market growth by acquiring new enterprise named accounts through outcome-based sales methodologies.
• Develops and executes comprehensive strategic account plans for clients, aligning their business goals with the organization's offerings.  Develops a comprehensive territory GTM strategy that includes engagement across HP’s VARS and Alliance Partners, while also including both Sales and Marketing tactics.
• Develops and maintains strong professional relationships with the client to understand their unique business challenges.
• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
• Coordinates and owns account plans for strategic enterprise accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
• Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.
• Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
• Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
• Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance. 
• Stays updated with industry trends, market shifts, and competitive landscape, sharing insights and recommendations with clients.
• Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales metrics.
• Defines and pursues joint growth opportunities with partners leveraging the organization’s portfolio.
• Leads contract negotiations with major clients, overseeing contract terms with a proactive approach to ensure profitable deals and lasting positive relationships.
• Manages pricing discussions and secures contract while ensuring favorable terms for both parties.
• Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
• Proactively gathers data and analysis to perform loss reviews, ensuring best practices are documented shared across the team.
• Masterfully leverages the strength of the CRM tool to ensure active engagement with all accounts. Engages daily in CSR tool to document sales activities.  Utilizes tools to execute sequencing activities, lead generation, intent data, as part of overall pipeline development and pipeline accelerator activities.
• Partners with Marketing team to utilize Account Based Marketing techniques to assist in accelerating the sales cycle.
• If proficient in managing a long-term pipeline to ensure success year over year.
• Provides guidance and mentorship to junior account managers, assisting in their development and growth within the organization.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• Typically has 7-10 years of work experience, preferably in account management, acquisition sales, product specialty (computers, printers, servers, storage), or a related field.

Knowledge & Skills

• Business Development

• Acquisition sales

• Business To Business (B2B)

• Outside Sales

• Product Knowledge

• Sales Prospecting

• Sales Territory Management

• Selling Techniques

• Upselling

• C-Level relationship building

• Services Sales

Cross-Org Skills

• Effective Communication

• Results Orientation

• Learning Agility

• Digital Fluency

• Customer Centricity

Impact & Scope

• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity

• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

The on-target earnings (OTE) range for this role is $168,000 to $215,000 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only).  Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 
  • 4-12 weeks fully paid parental leave based on tenure
  • 13 paid holidays
  • Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement