Federal Account Manager

4 days ago


Columbia, Maryland, United States Hewlett-Packard Full time
Job Summary

We are seeking a highly skilled Federal Account Manager to join our team at Hewlett-Packard. As a key member of our sales team, you will be responsible for identifying growth opportunities and implementing account planning strategies to drive revenue growth.

Key Responsibilities
  • Subject Matter Expertise: Demonstrate advanced knowledge of HP/Poly products and services, and employ consultative selling techniques to identify and advance opportunities.
  • Account Planning: Coordinate and own account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization's offerings.
  • Customer Relationship Building: Build strong professional relationships with high-level clients, gain a deep understanding of their unique business needs, and align the organization's solutions accordingly.
  • Sales Strategy Development: Develop and execute sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
  • Performance Analysis: Analyze and interpret key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
  • Partnership Development: Engage strategically with partners to improve win rates on selective deals and consistently achieve and manage quarterly, half-yearly, and yearly sales quotas.
  • Contract Negotiation: Lead contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
  • Pipeline Management: Manage the sales pipeline, enter, and update opportunities in the pipeline tool, and implement pipeline management practices.
  • Business Review: Conduct regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.
Requirements
  • Education: Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
  • Experience: Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.
  • Certifications: Certified Technology Sales Professional (CTSP)
Benefits
  • Competitive Salary: The on-target earnings (OTE) range for this role is $191,250 to $294,550 annually, with a 60/40 (salary/incentive) mix.
  • Bonus and Equity: Additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only).
  • Comprehensive Benefits Package: HP offers a comprehensive benefits package for this position, including health insurance, dental insurance, vision insurance, long term/short term disability insurance, employee assistance program, flexible spending account, life insurance, and generous time off policies.

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