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About this position

The Enterprise Account Manager (Government Sector) at HP is responsible for building strong relationships with clients, particularly in the education sector, and driving profitable revenue growth through a consultative-selling approach.

Responsibilities

• 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.

Requirements

• 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.

Benefits