Enterprise Acquisition Account Manager

1 week ago

GA United States Hewlett-Packard Full time
Job Description

As an Enterprise Acquisition Account Manager at Hewlett-Packard, you will be responsible for driving sales growth by acquiring new enterprise named accounts through outcome-based sales methodologies.

Key Responsibilities
  • Develop and execute comprehensive strategic account plans for clients, aligning their business goals with HP's offerings.
  • Develop a comprehensive territory GTM strategy that includes engagement across HP's VARS and Alliance Partners, while also including both Sales and Marketing tactics.
  • Develop and maintain strong professional relationships with clients to understand their unique business challenges.
  • Demonstrate an advanced level of subject matter expertise and employ consultative-selling techniques to identify and advance opportunities.
  • Coordinate and own account plans for strategic enterprise accounts, focusing on larger deals, portfolio management, and effectively selling HP's offerings.
  • Identify complex customer requirements, map them with HP's capabilities, and choose the most suitable direct/indirect supply chain options.
  • Build strong professional relationships with high-level clients, gain a deep understanding of their unique business needs, and align HP's solutions accordingly.
  • Develop and execute sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
  • Analyze and interpret key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
  • Stay updated with industry trends, market shifts, and competitive landscape, sharing insights and recommendations with clients.
  • Engage strategically with partners to improve win rates on selective deals and consistently achieve and manage quarterly, half-yearly, and yearly sales metrics.
  • Define and pursue joint growth opportunities with partners leveraging HP's portfolio.
  • Lead contract negotiations with major clients, overseeing contract terms with a proactive approach to ensure profitable deals and lasting positive relationships.
  • Manage pricing discussions and secure contract while ensuring favorable terms for both parties.
  • Manage the sales pipeline, enter, and update opportunities in the pipeline tool, and implement pipeline management practices.
  • Proactively gather data and analysis to perform loss reviews, ensuring best practices are documented shared across the team.
  • Masterfully leverage the strength of the CRM tool to ensure active engagement with all accounts. Engage daily in CSR tool to document sales activities.
  • Utilize tools to execute sequencing activities, lead generation, intent data, as part of overall pipeline development and pipeline accelerator activities.
  • Partner with Marketing team to utilize Account Based Marketing techniques to assist in accelerating the sales cycle.
  • Provide guidance and mentorship to junior account managers, assisting in their development and growth within the organization.
Requirements
  • Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
  • Typically has 7-10 years of work experience, preferably in account management, acquisition sales, product specialty (computers, printers, servers, storage), or a related field.
Knowledge and Skills
  • Business Development
  • Acquisition sales
  • Business To Business (B2B)
  • Outside Sales
  • Product Knowledge
  • Sales Prospecting
  • Sales Territory Management
  • Selling Techniques
  • Upselling
  • C-Level relationship building
  • Services SalesCross-Org Skills
  • Effective Communication
  • Results Orientation
  • Learning Agility
  • Digital Fluency
  • Customer Centricity
Impact and Scope
  • Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.
Complexity
  • Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

The on-target earnings (OTE) range for this role is $168,000 to $215,000 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

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
  • Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
  • 13 paid holidays
  • Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting.

The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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