Enterprise Print Account Manager

**What an Enterprise Print Account Manager does at HP**:

- Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow
- up by others.
- Maintain knowledge of competitors in account to strategically position HP's products and services better.
- Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Provide support to Account managers and provide input regarding business development and solution expertise.
- Development of quota objectives and future direction for defined product category.
- Some specialists also responsible for selling outsourcing deals.
- Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
- May invest time working with and leveraging external partners to deliver sale.
- For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher
- total contract-value renewals.
- Directs or coordinates supporting sales activities.

**Individuals who do well in this role at HP, usually possess**:

- University or bachelor’s degree in business management or related fields.
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
- Extensive selling experience within industry and on similar products.
- Typically, 3-4 years of advanced sales experience with 2-3 years of product sales in the desired specialty.
- Project management skills required.
- 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.
- 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 and selling of services sales.
- Leverages services as part of strategic product sales.
- Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
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