Print & Solutions Enterprise Account Manager - Mississauga, Canada - Hewlett Packard

Hewlett Packard
Hewlett Packard
Verified Company
Mississauga, Canada

2 weeks ago

Sophia Lee

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Sophia Lee

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Description

HP Canada is a National Managed Document Services Provider, offering tailored programs for individual clients nationwide - through a partnered relationship with HP VARs.

The position is located in key expansion areas Ontario, with travel up to 25% of the time.

  • Primary Responsibility of positioning and selling HP Managed Print Services into a set of named Enterprise & Commercial accounts.
  • Work collaboratively as a specialist with the managed print services and partner enablement teams within their accounts.
  • Coordinates/Owns account plans for strategic enterprise and commercial accounts in the account planning process.
  • Focuses on large deals/opportunities and value and/or volume portfolio management, and selling a range of HP products, services and solutions.
  • Uses specialty to leverage existing opportunities and branch into more than one LOB in the account.
  • Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
  • Engages partners effectively to improve win rates on selective deals.
  • Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
  • Generates leads for HP volume products and certain value products and collaborates with other specialists or partners as needed.
  • Responsible for achieving/managing quarterly, half yearly or yearly quota.
  • Enters and maintains opportunities in pipeline tools and updates regularly
  • Recommends and Implements Pipeline management practices.
  • Sell solutions that include hardware, software and services.
  • Build and deploy a territory account plan that includes working with partners, specialists.
  • 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 international accounts in collaboration with members of global business teams, and local teams.
  • Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Direct or Indirect).
  • Account size ranges may work in a smallmedium enterprise, or corporate segment; varied sales cycle.

Education and Experience Required:


  • University or Bachelor's degree preferred.
  • Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
  • Extensive vertical industry knowledge and advanced degree of selling skills.
  • Typically 58 years of experience as referenced above.
  • Account management experience required.
  • Experience in Managed Print Services.
  • Bilingual (English & French) an asset.

Knowledge and Skills Required:


  • Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
  • Ability to coordinate internal and external partners to deliver appropriate solution sale.
  • Able to interface with senior levels in internal HP and external, client and partner groups.
  • Knows when to adjust business plans based on account and industry segment opportunities.
  • Use consultative selling skills to proactively help customers with making IT business decisions.
  • Partner organization intelligence aligned with partner management skills.
  • Conceptualizes and articulates welltargeted solutions in area of specialty from proposal to contract sign off.
  • Ability to understand the customer's business issues and translate to HP solutions.
  • Ability to prioritize and drive strategic sales activity on a solution basis.
  • Excels in competitive selling skills.
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