HP - Government Account Manager

Responsibilities:

- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.

- Extensive time working with and leveraging external partners to deliver solution sale.

- Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.

- Develops business plan in conjunction with customer.

- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.

- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.

- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

- Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.

- Ability to implement margin recovery activities/strategies.

- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.

- Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

- University or Bachelor's degree.

- Detailed knowledge of key customer types or customers on given products.

- Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.

- Typically 8-12 years of experience as referenced above.

- Industry experience required.

- Experience in product specialty (computers, printers, servers, storage).