Enterprise Account Manager-Print Specialist
TW2CT - Teleworker/Offsite-USA-CT
Description -
Job Summary
- This sales role is responsible for developing and implementing strategic plans that drive business growth in managed services within HP’s Imaging, Printing and Solutions business. The role is focused on the enterprise market, anticipating client requirements, collaborating with cross-functional teams and uses consultative selling to identify opportunities aligned with the organization's capabilities. The role maintains a healthy sales pipeline, achieves revenue targets, and provides valuable feedback and insights to the internal teams.
Responsibilities
- Develops and executes account business plans including transactional and strategic initiatives to grow the organization’s business.
- Builds strong professional working relationships with clients, at multiple levels and disciplines, develops a deep understanding of clients’ needs and maintains a high level of customer loyalty.
- Utilizes consultative-selling techniques to identify and advance growth opportunities within existing accounts and align the organization’s capabilities to client business and IT priorities.
- Anticipates client needs and facilitates solution development in collaboration with cross-functional teams and industry experts.
- Leads contract negotiations, pricing discussions, and contract renewals to ensure favorable terms for both the client and the organization.
- Builds and maintains sales pipeline activity while achieving and/or exceeding revenue and margin quotas using margin management techniques.
- Prepares regular reports and presentations for both internal stakeholders and the client to share regular updates on deliverables, roadblocks, etc.
- Seeks opportunities to enhance the overall account management process and contribute to best practices within the account management team.
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+ years of enterprise sales experience in managing complex pursuits and managing those accounts pos-sale.
- The successful candidate will possess the following attributes/skills
- Experience in managing complex enterprise engagements—pursuit and management
- Background in solutions/ services sales
- Strategic Thinking/ Growth Mindset
- Comfortable in engaging at multiple levels, including C-suite, and business functions—IT, Vendor Mgt, Line of Business, etc.
- Ability to lead an internal team of Type A personalities
- Navigate customer organizations and build consensus
- Manage long (9 – 24 month) sales cycles
- Comfortable prospecting for new business
Knowledge & Skills
- Account Management
- Business Development
- Business Planning
- Business To Business
- Cross-Selling
- Customer Relationship Management
- Finance
- Market Share
- Marketing
- Merchandising
- Product Knowledge
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Strategy
- Sales Territory Management
- Salesforce
- Selling Techniques
- Upselling
- Value Propositions
Cross-Org Skills
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
Impact & Scope
- Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.
Complexity
- Responds to moderately complex issues within established guidelines.
The on-target earnings (OTE) range for this role is $158,000 to $210,000 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.
Job -
SalesSchedule -
Full timeShift -
Shift 1, 0% premium (United States of America)Travel -
50%Relocation -
Not SpecifiedEqual 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
ApplyJob Profile
Applies to US candidates only Holidays Teleworker/Offsite
Benefits/PerksComprehensive benefits package Dental Insurance Disability Insurance Employee assistance Employee Assistance Program Flexible Spending Account Generous time off Health insurance Life Insurance Paid holidays Paid parental leave Vision Insurance
Tasks- Build client relationships
- Develop account business plans
- Lead contract negotiations
- Manage sales pipeline
- Prepare reports and presentations
- Relocation
Account management Business administration Business Development Business Planning Collaboration Communication Consultative Selling Cross-org Cross-selling Customer Centricity Customer Relationship Management Decision making Digital fluency Effective Communication Enterprise Sales Finance Learning agility Marketing Market Share Merchandising Planning Product Knowledge Relationship Management Results Orientation Sales Salesforce Sales Management Sales process Sales Prospecting Sales Strategy Sales territory management Selling Techniques Services sales Strategic Thinking Territory Management Upselling Value Propositions
Experience7 years
EducationBachelor's degree Business Business Administration Degree Finance Graduate Degree Marketing Related discipline Sales
TimezonesAmerica/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9