Enterprise Group - Account Manager

The Enterprise Group Account Manager will drive sales within key accounts in Southern Africa. 

Key responsibilities include but aren’t limited to: 

· Serves as the dedicated Account Manager for key accounts 
· Aggressive sales leadership, representing the HP enterprise portfolio to drive account growth and share of wallet. 
· Understands the Clients critical business priorities and supporting IT challenges; Focuses on driving value for the client while maximizing competitive share, revenue and margin for HP. 
· Supported by presales, product/service specialists and inside sales support, establishes a professional working relationship (up to the executive level) with the client, by developing a core understanding of the unique business needs of the client within their industry. 
· Tailors HP strategy and solutions to meet the needs of the customer. 
· Interfaces with both internal and external/industry experts to anticipate customer need sand facilitates solutions development. 
· Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to HP. 
· Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors. 
· Builds, monitors and manages sales pipelines to ensure continuous population, forecast accuracy, achievement of quota, and movement of near- and long-term opportunities 
· Develops comprehensive plans that articulate the strategies/ requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress 
· Coordinates different BUs and drives pricing decisions for portfolio solutions 

QUALIFICATIONS:

Education and Experience Required:

• University or Bachelor's Degree; advanced degree or MBA desired
• Experience in IT industry
• Experience in vertical industry preferred
• Typically 5 years account management experience in assigned country
• Experience leveraging internal sales and external channel partners & alliances to provide a total solution to the customer
• Account business planning
• Track record of building and deploying successful sales strategy
• Experience working with sales tools including Siebel
• Proven ability to build strong sales pipeline and accurately forecast business
• Strong and consistent track record of account management and sales performance
• P&L and risk management skills and experience required

Knowledge and Skills Required:

• Proven ability to align the client's business needs with technology solutions.
• Highly developed business development and negotiation skills.
• Experience providing technology solutions which solve client's key business challenges & position himself/herself as a trusted advisor with the client
• Account sales strategy and execution including usage of sales tools (Siebel, Target Account Selling (TAS,).
• Proven ability to provide timely and accurate forecasts and continually coaches team to do same
• Proven experience building a business-case approach in crafting client proposals and in HP-internal requests for resource and/or investments.
• Expertise in managing end-to-end sales processes involving complex, multi country, multi-business unit deals. Industry
• Keeps abreast of industry trends as relates to opportunities to create added value for the client.
• Knowledge of industry and client's security, risk and compliance issues.
• Strong presentation as well as verbal & written communication skills.

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