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For your reference, we have included the original job posting below.
Enterprise Account Manager, NYC/NJ
Job Number:
25767938
Company Name:
Hewlett-Packard Company
Job Location:
New York City, NY US
Job Category:
Information Technology
Enterprise Account Manager, NYC/NJ
Title: Enterprise Account Manager, NYC/NJ Location: New York - New York City An Account Manager serves as the business sales lead for an HP enterprise account or other large accounts and may act as the account lead for a substantial area of a CorporateAccount. A Corporate Account represents HP's largest and most valued customers.
Key responsibilities include but aren't limited to:
· Serves as the overall dedicated Account Manager for a defined account or segment of a corporate account. · Aggressive sales leadership, representing the Enterprise Business full portfolio to drive account growth and share of wallet. · Understands the Clients critical business priorities and supporting IT challenges; Focuses on driving value for the client while maximizing competitive share, revenue and margin for HP. · Supported by presales, product/service specialists and inside sales support, establishes a professional working relationship (up to the executive level) with the client, by developing a core understanding of the unique business needs of the client within their industry. · Tailors HP strategy and solutions to meet the needs of the customer. · Interfaces with both internal and external/industry experts to anticipate customer needs and facilitates solutions development. · Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to HP. · Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors. · Builds, monitors and manages sales pipelines to ensure continuous population, forecast accuracy, achievement of quota, and movement of near- and long-term opportunities · Develops comprehensive plans that articulate the strategies/ requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress · Coordinates different BUs and drives pricing decisions for portfolio solutions
Education and Experience Required: * Bachelor's Degree, Master of Business Administration (MBA) desired * At least 8 years or more of corporate account management experiencemanaging a quota in excess of x million $ * Industry expertise in one or more vertical solutions * Experience leveraging internal sales and external channel partners & alliances to provide a total solution to the customer * Account business planning * Track record of building and deploying successful sales strategy * Experience working with sales tools including Siebel * Proven ability to build strong sales pipeline and accurately forecast business * Strong and consistent track record of account management and sales performance * P&L and risk management skills and experience required * Proven sales and team leadership experience * Prior experience managing complex sales processes including multi-country, multi-solution deals
Knowledge and Skills Required: * Proven ability to align the client's business needs with technology solutions. * Highly developed business development and negotiation skills. * Experience providing technology solutions which solve client's key business challenges & position himself/herself as a trusted advisor with the client * Account sales strategy and execution including usage of sales tools (Siebel, Target Account Selling (TAS,). * Proven ability to provide timely and accurate forecasts and continually coaches team to do same * Account/Team Leadership * Proven experience building a business-case approach in crafting client proposals and in HP-internal requests for resource and/or investments. * Expertise in managing end-to-end sales processes involving complex, multi country, multi-business unit deals. Industry * Keeps abreast of industry trends as relates to opportunities to create added value for the client. * Knowledge of industry and client's security, risk and compliance issues. * Strong presentation as well as verbal & written communication skills.
