Enterprise Account Manager-Print Specialist

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 …