Print & Solutions Enterprise Account Manager

7 months ago

Mississauga, Canada Hewlett Packard Full time

HP Canada is a National Managed Document Services Provider, offering tailored programs for individual clients nationwide - through a partnered relationship with HP VARs.

The position is located in key expansion areas Ontario, with travel up to 25% of the time.
- Primary Responsibility of positioning and selling HP Managed Print Services into a set of named Enterprise & Commercial accounts.
- Work collaboratively as a specialist with the managed print services and partner enablement teams within their accounts.
- Coordinates/Owns account plans for strategic enterprise and commercial accounts in the account planning process.
- Focuses on large deals/opportunities and value and/or volume portfolio management, and selling a range of HP products, services and solutions.
- Uses specialty to leverage existing opportunities and branch into more than one LOB in the account.
- Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
- Engages partners effectively to improve win rates on selective deals.
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
- Generates leads for HP volume products and certain value products and collaborates with other specialists or partners as needed.
- Responsible for achieving/managing quarterly, half yearly or yearly quota.
- Enters and maintains opportunities in pipeline tools and updates regularly
- Recommends and Implements Pipeline management practices.
- Sell solutions that include hardware, software and services.
- Build and deploy a territory account plan that includes working with partners, specialists.
- Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
- Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Direct or Indirect).
- Account size ranges may work in a small-medium enterprise, or corporate segment; varied sales cycle.

**Education and Experience Required**:

- University or Bachelor's degree preferred.
- Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
- Extensive vertical industry knowledge and advanced degree of selling skills.
- Typically 5-8 years of experience as referenced above.
- Account management experience required.
- Experience in Managed Print Services.
- Bilingual (English & French) an asset.

**Knowledge and Skills Required**:

- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
- Ability to coordinate internal and external partners to deliver appropriate solution sale.
- Able to interface with senior levels in internal HP and external, client and partner groups.
- Knows when to adjust business plans based on account and industry segment opportunities.
- Use consultative selling skills to proactively help customers with making IT business decisions.
- Partner organization intelligence aligned with partner management skills.
- Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
- Ability to understand the customer's business issues and translate to HP solutions.
- Ability to prioritize and drive strategic sales activity on a solution basis.
- Excels in competitive selling skills.

HP’s commitment to diversity, equity and inclusion - it’s just who we are. From the boardroom to factory floor, we create a culture where everyone is respected and where people can be themselves, while being a part of something bigger than themselves. We celebrate the notion that you can belong at HP and bring your authentic self to work each and every day. When you do that, you’re more innovative and that helps grow our bottom line. Come to HP and thrive

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