Enterprise Account Manager - IT Infra

Role:

- The candidate in the role of Enterprise Account Manager shall be responsible to drive the Client Enterprise product and services sales in a set of defined large enterprise customers.

- The candidate shall establish Client as a preferred IT infrastructure partner, ensure accurate sales forecast, own customer relationship, work with eco system of both internal HP and channel to ensure customer satisfaction at all times and linearity of sales every quarter.

- The candidate is expected to individual deliver a quota for defined product mix and should be a self-motivated person willing to learn and adapt to new technology solutions.

Client/Account Relationship

- Builds strong professional working relationships with the client, including key IT and business executives.

- Leverages executive sponsors and other Client resources to strengthen Client relationship and credibility with client influencers and decision makers.

- Researches and understands the client's industry, and develops a core understanding of client business needs and challenges.

- Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for Client.

- Demonstrates breadth and depth of knowledge in aligning Client capabilities to client business and IT priorities, and positioning relative to competitors.

- 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 Client-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.

- 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.

- Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to HP. Represents the entire HP portfolio of products and services.

- Engages with Solution Opportunity Approval & Review process (SOAR)

- Protects HP's position and focuses on generating new business.

- 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 essential for executing the account business plan, including sponsors.

- 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.

- Effectively engages and leverages executive sponsors.

- Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio and improve win rate of selective deals.

- Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.

- Drives the account internationally/Globally

Scope and Impact

- Typically manages 1 to many accounts

- Typically qualifies and closes deals of moderate complexity, often with a single GBU scope.

- Works with mid-level decision-makers in the client organization.

Education and Experience Required:

- University or Bachelor's Degree; advanced degree or MBA desired

- Experience in IT industry

- Experience in vertical industry preferred

- Typically 5-8 years account management experience

Knowledge and Skills Required:

Account/Business Development

- Leverages existing relationships and builds new relationships with executives in the business and in IT.

- Negotiates at the business manager and IT executive level.

- Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.

- Submits timely and accurate forecasts and continually coaches team to do same.

- Knowledge of basic financial-selling concepts in support of business cases for HP solutions.

Account Team Leadership

- Resources and leads successful dedicated global virtual teams.

- Demonstrates strong presentation and communication skills at the business manager level.

- Industry Acumen

- Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.

- Adheres to SBC and HP's code of ethics

Portfolio Knowledge

- Solid knowledge of HP's breadth of solutions and engages appropriate specialist resources as needed.

Specialty Knowledge

- Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.

- Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.

- Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off

- Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.

- Competent in the sale of IT services and outsourcing