Corporate Account Manager (YLS-599)

Corporate Account Manager (YLS-599)

08 abr
|
HP Inc
|
Metropolitana

08 abr

HP Inc

Metropolitana

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.

May provide mentoring and guidance to lower level employees.



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).



Knowledge and Skills:



- Has good leadership skills and cross functional expertise.

- Must have good time management skills.

- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.

- Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.

- Hi level customer management relationship building, working at management and executive level in lines of business.

- Partner organization intelligence aligned with partner management skills.

- Advanced sales negotiation, and deal closing skills.

- Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.

- Expertise in managing end- to-end sales processes in large deals.

- Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

- Knowledge of HP's breadth of solutions and engages specialist resources as needed.

- Ability to understand the customer's business issues and translate to HP solutions.

- Ability to prioritize and drive strategic sales activity on a complex solution basis.

- Excels in competitive selling skills.

- Sells across platform and specialty.

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