Enterprise Account Manager (Government Sector)

About the job

• Builds strong professional working relationships with the client, especially in the education sector.
• 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.
• 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.
• Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
• 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.

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

• First level university degree or equivalent experience; may have advanced university degree.
• Typically 5-8 years account management experience.
• 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.
• Solid knowledge of HP's breadth of solutions and engages appropriate specialist resources as needed.
• Competent in the sale of IT services and outsourcing.