Enterprise Account Manager, Personal Systems

What an Enterprise Account Manager, Personal Systems does at HP: 

• Seek out new opportunities, expands and enhances existing opportunities to build and manage the pipeline in specialty area.

• Maintain knowledge of competitors in account to strategically position HP's products and services better.

• Develop pursuit plans and manage the pipeline to ensure alignment with country sales manager.

• Conceptualizes and articulates well-targeted solutions in area of technical specialty in proposal development, negotiations, and deal closings.

• Negotiates and drives deals to ensure successful closes and high win rate.

• Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.

• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.

• Work closely with internal stakeholders , providing technical/PC knowledge expertise and support,  accountable in client engagements up to C- level engagements for more complex solutions.

• Focus on growing contractual renewals for both Hardware & PC services with some complexity, to higher-total contract- value renewals.

• Understand the channel and work an effective plan to increase sales with our partners.

• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

• Updating deal profile and forecasting accurately using Siebel.

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

• Bachelor's degree in any field.

• Minimum 5 years advanced sales experience required.

• Knowledge of products, solution, or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.

• Understands the role of IT within area of specialization and how HP's solutions deferentially address specific vertical industry challenges as well as their cross-segment capabilities.

• Good knowledge in supporting services as part of strategic product sales.

• Knowledge of industry trends associated solutions, and key partner/Independent Software Vendor (ISV) solutions.

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