Commercial Personal Systems Account Manager

6 months ago

Mississauga, Canada Hewlett Packard Full time

**Responsibilities**
- Conducts field visits, as required/appropriate
- Coordinates/Owns account plans on one/multiple commercial accounts.
- Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
- Provides sales support and with greater account responsibility on more complex engagements in an assigned territory/account.
- supports account through honed virtual selling strategy
- Consistently maintains a 6-month rolling pipeline and meets Inside Sales Rep led goals set by segment management.
- Uses specialty to leverage existing opportunities in account.
- Establishes a professional working relationship with the IT organization at the client, and develops a core understanding of the unique business needs.
- Analyses and understands of win/loss results for owned accounts.
- Works with and leverages external partners to deliver solution sales.
- Utilizes the support of pre
- sales and specialists, and depending on account coverage with inside sales to participate in or lead deal pursuit.
- Refers HP volume products and certain value products to other specialists or partners as needed.
- Responsible for achieving/managing quota based on regional guidelines.
- Enters and is accountable for all opportunities in pipeline tools and processes.
- 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 owned accounts in collaboration with members of global business teams.
- Contributes to sales policy and strategy for assigned business segment.

**Education and Experience Required**:

- University or Bachelor’s degree preferred.
- Detailed knowledge of key customer types or customers on given products.
- Typically 1-3 years quota carrying tele-sales experience.

**Knowledge and Skills**:

- IT awareness and entry level solution development capability.
- Can differentiate between own offerings and what competitors offer using marketing information
- Applies specialized knowledge to assess client’s business and identify opportunities to extend current business in the account.
- Work as a member of a team in providing support and giving input regarding account opportunities.
- Ability to provide account planning support to sales team.
- Negotiation skills and ability to frame the value proposition for the customer.
- Product demonstration, customer training, and product installation skills.
- Be able to utilize resources effectively in or order to pursuit revenue generating opportunities in the account.
- Enough knowledge about product and services to be able to sell transitionally.
- Ability to prioritize and drive strategic sales activity on a product and services basis.
- Competitive selling skills.
- May provide technical assistance within selling process.
- Works with high degree of independence
- Typically assigned to high-value, complex engagements

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