Enterprise New Business Accounts- Washington DC VA and MD

Job Description

As an Enterprise New Business Account Manager you will be responsible for selling HPs Personal Systems products services and solutions while developing new customer relationships. The ideal candidate will be able to manage their territory of named accounts independently while working effectively in a team environment towards goals. Primary responsibilities include pipeline creation deal acceleration and closing new accounts. The Enterprise Account Manager brings a Point of View to the Customer engagement; uses all resources to address customer needs with appropriate Products Services and Portfolio. A successful candidate needs to demonstrate the ability to open the door at new customers leveraging their local network as well as CSM tool. Be able to build trust with customer and effectively communicate HPs valueadd. And be highly skilled in negotiating complex global contracts. 57 years of experience in selling to EndUser Enterprise customers is a must.

Responsibilities

• This pure hunter role is responsible for market growth by acquiring new enterprise named accounts through outcomebased sales methodologies.

• Develops and executes comprehensive strategic account plans for clients aligning their business goals with the organizations offerings. Develops a comprehensive territory GTM strategy that includes engagement across HPs VARS and Alliance Partners while also including both Sales and Marketing tactics.

• Develops and maintains strong professional relationships with the client to understand their unique business challenges.

• Demonstrates an advanced level of subject matter expertise and employs consultativeselling techniques to identify and advance opportunities.

• Coordinates and owns account plans for strategic enterprise accounts focusing on larger deals portfolio management and effectively selling the organizations offerings.

• Identifies complex customer requirements maps them with the organizations capabilities and chooses the most suitable direct/indirect supply chain options.

• Builds strong professional relationships with highlevel clients gains a deep understanding of their unique business needs and aligns the organizations solutions accordingly.

• Develops and executes sales strategies territory account plans and market penetration strategies to drive significant revenue growth and expand market share.

• Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.

• Stays updated with industry trends market shifts and competitive landscape sharing insights and recommendations with clients.

• Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly halfyearly and yearly sales metrics.

• Defines and pursues joint growth opportunities with partners leveraging the organizations portfolio.

• Leads contract negotiations with major clients overseeing contract terms with a proactive approach to ensure profitable deals and lasting positive relationships.

• Manages pricing discussions and secures contract while ensuring favorable terms for both parties.

• Manages the sales pipeline enters and updates opportunities in the pipeline tool and implements pipeline management practices.

• Proactively gathers data and analysis to perform loss reviews ensuring best practices are documented shared across the team.

• Masterfully leverages the strength of the CRM tool to ensure active engagement with all accounts. Engages daily in CSR tool to document sales activities. Utilizes tools to execute sequencing activities lead generation intent data as part of overall pipeline development and pipeline accelerator activities.

• Partners with Marketing team to utilize Account Based Marketing techniques to assist in accelerating the sales cycle.

• If proficient in managing a longterm pipeline to ensure success year over year.

• Provides guidance and mentorship to junior account managers assisting in their development and growth within the organization.

Education & Experience Recommended

Fouryear or Graduate Degree in Sales Marketing Business Administration or any other related discipline or commensurate work experience or demonstrated competence.

Typically has 710 years of work experience preferably in account management acquisition sales product specialty (computers printers servers storage) or a related field.

Knowledge & Skills

Business Development

Acquisition sales

Business To Business (B2B)

Outside Sales

Product Knowledge

Sales Prospecting

Sales Territory Management

Selling Techniques

Upselling

CLevel relationship building

Services Sales

CrossOrg Skills

Effective Communication

Results Orientation

Learning Agility

Digital Fluency

Customer Centricity

Location:

While the role is remote the candidate must sit out of the state(s) that are listed and be willing to travel up to 50.

The ontarget earnings (OTE) range for this role is $195000 to $240000 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 jobrelated knowledge skills and experience.

Benefits:

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;

  • 412 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.