Enterprise Account Manager

Enterprise Account Manager

Description -

What an Enterprise Account Manager does at HP:

• 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.
• 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

Individuals who do well in this role at HP, usually possess:

• Same as previous plus.
• Typically 8-12 years account management experience.
• 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.

#Li-Post

Job -

Sales

Schedule -

Full time

Shift -

No Shift premium (Philippines)

Travel -

Relocation -

EEO Tagline - 

HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.