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  • Posted: Jul 7, 2014
    Deadline: Not specified
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    Hewlett-Packard Company or HP (styled as hp) is an American multinational information technology corporation headquartered in Palo Alto, California, United States. It provides hardware, software and services to consumers, small- and medium-sized businesses (SMBs) and large enterprises, including customers in the government, health and education sectors. T...
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    HP Software Territory Account Manager - 1288736

    Description
    • Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline for HP Software.
    • Maintain knowledge of competitors in account to strategically position HP's software 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 support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
    • 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.

    Scope and Impact:
    • May coordinate internal & external partners to deliver appropriate solution sale.
    • Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
    • Sub-Sahara Africa

    Education and Experience Required:
    • University or Bachelor's degree preferred.
    • Directly related previous work experience (software sales).
    • Both vertical industry & partner knowledge required.
    • Typically 5-8 years advanced sales experience required.

    Knowledge and Skills Required:
    • Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
    • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
    • Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
    • 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
    • Account planning and accurate account revenue forecasting skills.
    • Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
    • Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs 
    • Excellent project management skills.
    • Establishes a professional working relationship, up to the executive level, with the client.
    • Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
    • Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
    • Deep knowledge of products, solution or service offerings as well as competitor's offerings.
    • Understands how to leverage HP's portfolio and change the playing field on our competitors.
    • Utilizes Siebel as an expert and accurately forecasts business.
    • Understands and sells high value software solutions
    • Understands selling of services sales.
    • Leverages services as part of strategic product sales.
    • Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
    • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

    Method of Application

    Interested and suitably qualified candidates should click here to apply online.

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