End User Sales Account Manager

**_ Responsibilities: _**
**_Client/Account Relationship_**
- Builds strong professional working relationships with the client, including key IT and business 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, 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 HP.
- Demonstrates breadth and depth of knowledge in aligning HP 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 HP-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.

**_ Education and Experience Required: _**
- Same as previous plus.
- Typically 5-8 years account management experience.

**_ Knowledge and Skills: _**
**_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.