EnS Account Manager at Hewlett Packard - HP

Job ID: 3033221
Location: Lagos

Summary

• At HP, talent is our criteria. Join us in reinventing the standard for diversity and inclusion. Bring your awesomeness, and just be you!
• Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope.
• May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.
• Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities

• Seek out new opportunities and 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 account managers.
• 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.
• Contributes to proposal development, negotiations and deal closings.
• Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts.
• May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract- value renewals.
• 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.

Education and Experience Required

• University or Bachelor's degree preferred. Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• Typically 5-8 years advanced sales experience required.

Knowledge and Skills:

• Deep 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 industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Negotiates and drives deals to ensure successful closes and high win rate.
• Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Translate product knowledge into customer's added business value.
• Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
• Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Demonstrates high service knowledge and professionalism in researching and sharing service- related information with account teams and customers.
• Understand the channel and work an effective plan to increase sales with our partners.
• Regular use of Siebel updating deal profile and forecasting accurately.
• Understands services as part of strategic product sales.
• Good prioritization and delegation skills in order to focus on the key client opportunities.Knowledge of industry trends, associated solutions, and key partner/ISV solutions