AddressResponsibilities:
Client/Account Relationship
- Builds strong professional working C-level relationships with the client.
- Establishes a high level of personal credibility with key client executives.
- Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.
- Researches and understands the client's industry.
- Deeply understands client business strategies and challenges.
- Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
- Advances opportunities that result in profitable revenue growth for HP.
- Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
- Leverages existing engagements and run-rate business to seed and grow new opportunities.
- Advocates for client needs during sales cycle and in addressing any delivery issues.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports.
Business Management
- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account over a 1-3 year time horizon.
- Actively drives ABP results through effective account management and reviews.
- Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
- Manages a balanced pipeline representing all of the businesses being pursued.
- Engages in the Relationship Assessment Program (RAP) where possible.
- Implements TCE initiatives that improve the customer loyalty index.
- Identifies, nurtures, and closes new solution opportunities that result in substantial growth in HP share, revenues, and margin.
- Represents the entire HP portfolio of products and services.
- Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).
- Proactively protects HP's position and claims HP leadership positions in strategic and emerging solution areas.
- Engages partners effectively to improve win rates and delivery of selected deals.
- Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
- Participates in/drives account Team Management.
- Orchestrates all HP resources and sponsorship essential for executing the account business plan.
- Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
- Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
- Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for HP.
- Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio.
- Proactively engages partners to define and pursue joint growth opportunities with the account.
- Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
- Drives the account internationally/Globally.
Education and Experience Required:
- Same as previous plus.
- Typically 8-12 years account management experience.
Knowledge and Skills:
Account/Business Development
- Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
- Builds strong CXO level relationships, especially working with executives in lines of business.
- Negotiates at the CXO level.
- Adept at advanced sales negotiations and positioning.
- solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions.
- Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
- Submits timely and accurate forecasts and continually coaches team to do same.
- Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
- Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.
- Demonstrates strong presentation and communication skills at the executive level.
- Manages end-to-end sales processes in large deals.
- Adheres to SBC and HP's code of ethics.
Industry Acumen
- Deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues.
- Keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
Portfolio Knowledge
- Strong knowledge of HP's breadth of solutions and engages specialist resources as needed.
- Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.
Specialty Knowledge
- Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
- Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Demonstrates a successful ability to leverage Hp's portfolio of products and services to change the playing field against our competition.
- Expert in the sale of IT services and outsourcing.
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