HP Federal/Enterprise Account Manager

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

Client/Account Relationship

  • Builds strong professional working C-level relationships with the client.
  • Establishes a high level of personal credibility with key client executives.
  • Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.
  • Researches and understands the client's industry.
  • Deeply understands client business strategies and challenges.
  • Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
  • Advances opportunities that result in profitable revenue growth for HP.
  • Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
  • Leverages existing engagements and run-rate business to seed and grow new opportunities.
  • Advocates for client needs during sales cycle and in addressing any delivery issues.
  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports.

Business Management

  • Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account over a 1-3 year time horizon.
  • Actively drives ABP results through effective account management and reviews.
  • Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
  • Manages a balanced pipeline representing all of the businesses being pursued.
  • Engages in the Relationship Assessment Program (RAP) where possible.
  • Implements TCE initiatives that improve the customer loyalty index.
  • Identifies, nurtures, and closes new solution opportunities that result in substantial growth in HP share, revenues, and margin.
  • Represents the entire HP portfolio of products and services.
  • Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).
  • Proactively protects HP's position and claims HP leadership positions in strategic and emerging solution areas.
  • Engages partners effectively to improve win rates and delivery of selected deals.
  • Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
  • Participates in/drives account Team Management.
  • Orchestrates all HP resources and sponsorship essential for executing the account business plan.
  • Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
  • Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
  • Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for HP.
  • Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio.
  • Proactively engages partners to define and pursue joint growth opportunities with the account.
  • Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
  • Drives the account internationally/Globally.

Education and Experience Required:

  • Same as previous plus.
  • Typically 8-12 years account management experience.

Knowledge and Skills:

Account/Business Development

  • Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
  • Builds strong CXO level relationships, especially working with executives in lines of business.
  • Negotiates at the CXO level.
  • Adept at advanced sales negotiations and positioning.
  • solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions.
  • Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
  • Submits timely and accurate forecasts and continually coaches team to do same.
  • Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
  • Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.
  • Demonstrates strong presentation and communication skills at the executive level.
  • Manages end-to-end sales processes in large deals.
  • Adheres to SBC and HP's code of ethics.

Industry Acumen

  • Deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues.
  • Keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

Portfolio Knowledge

  • Strong knowledge of HP's breadth of solutions and engages specialist resources as needed.
  • Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.

Specialty Knowledge

  • Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
  • Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.
  • Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
  • Demonstrates a successful ability to leverage Hp's portfolio of products and services to change the playing field against our competition.
  • Expert in the sale of IT services and outsourcing.

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