Commercial Personal Systems Account Manager - Edmonton, Canada - Hewlett Packard

Hewlett Packard
Hewlett Packard
Verified Company
Edmonton, Canada

2 weeks ago

Sophia Lee

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Sophia Lee

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Description

Responsibilities

  • Conducts field visits, as required/appropriate
  • Coordinates/Owns account plans on one/multiple commercial accounts.
  • Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
  • Provides sales support and with greater account responsibility on more complex engagements in an assigned territory/account.
- supports account through honed virtual selling strategy

  • Consistently maintains a 6month rolling pipeline and meets Inside Sales Rep led goals set by segment management.
  • Uses specialty to leverage existing opportunities in account.
  • Establishes a professional working relationship with the IT organization at the client, and develops a core understanding of the unique business needs.
  • Analyses and understands of win/loss results for owned accounts.
  • Works with and leverages external partners to deliver solution sales.
  • Utilizes the support of pre
- sales and specialists, and depending on account coverage with inside sales to participate in or lead deal pursuit.

  • Refers HP volume products and certain value products to other specialists or partners as needed.
  • Responsible for achieving/managing quota based on regional guidelines.
  • Enters and is accountable for all opportunities in pipeline tools and processes.
  • 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 owned accounts in collaboration with members of global business teams.
  • Contributes to sales policy and strategy for assigned business segment.

Education and Experience Required

  • University or Bachelor's degree preferred.
  • Detailed knowledge of key customer types or customers on given products.
  • Typically 13 years quota carrying telesales experience.
  • Inside Account experience of large commercial of moderate to large complexity.

Knowledge and Skills

  • IT awareness and entry level solution development capability.
  • Can differentiate between own offerings and what competitors offer using marketing information
  • Applies specialized knowledge to assess client's business and identify opportunities to extend current business in the account.
  • Work as a member of a team in providing support and giving input regarding account opportunities.
  • Ability to provide account planning support to sales team.
  • Negotiation skills and ability to frame the value proposition for the customer.
  • Product demonstration, customer training, and product installation skills.
  • Be able to utilize resources effectively in or order to pursuit revenue generating opportunities in the account.
  • Enough knowledge about product and services to be able to sell transitionally.
  • Ability to prioritize and drive strategic sales activity on a product and services basis.
  • Competitive selling skills.
  • Being bilingual in French and English is an asset.
  • May provide technical assistance within selling process.
  • Works with high degree of independence.
  • Typically assigned to highvalue, complex engagements.
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