Public Sector Field Sales Account Manager – Hunter - Higher ED

Description -

Job Description

As an Acquisition Account Manager (Higher Ed), 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 higher-ed 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. 4-7 years of experience in selling to End-User Enterprise customers is a must and experience selling to higher-ed customers is highly desirable.

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 higher ed 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, …