Enterprise Account Manager

Company Name:
Hewlett-Packard Company
## Description
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world's largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HP, we know that our people and values are the most important elements in this success.
The Global Sales Organization delivers HP''s market-leading products, services, software and solutions to customers big and small across the globe. Our sales force is made of great communicators who are able to listen to what a customer wants and then exceed their expectations. HP offers a number of opportunities and ongoing development for professionals to build a long-term sales career. We hire people for a range of different sales roles including inside sales, channel sales, reseller sales, retail sales, enterprise account management, global account management, enterprise architect, client principal, sales management and presales. You have the opportunity to specialize in a specific product area such as software, a vertical or solution area, or focus on an entire portfolio by leading a global account team. You can build a rewarding career that meets your personal and professional goals while helping HP grow and make a difference in the world.
HP Enterprise Group sells a converged infrastructure portfolio of standards-based, integrated products & services developed specifically to solve the complexities of the extended enterprise and deliver advanced solutions and services for traditional "brick and mortar" data centers, as well as for customers looking to the "cloud" to manage their IT environment. The Enterprise Group Sales organization is comprised of over 11,000 professionals in sales, solution architecture, service and support functions. Together with our partners, we deliver HP's Converged Infrastructure to our Global, Commercial and Public Sector and SMB customers throughout the regions.
Job Description:
Serves as the overall HP lead for assigned accounts and/or territory accounts, including those global in scope. Provides a single face to customers to drive Enterprise Group (EG) portfolio selling while representing all HP products, services, and solutions. Uses sell to/sell-through/sell-with motions to achieve sales wins for HP. As an Enterprise Account Manager (EAM), drives a subset of key opportunities representing complex deals overseen by AGMs and characterized by narrower time horizons.
The HP/EG account manager family of roles aligns solution understanding with solid familiarity with the customer's industry and unique business needs, and builds relationships that ensure access to business-planning levels. Conducts financial analysis in collaboration with customers to ensure the crafting of optimum HP solutions that map to customer business drivers, initiatives, and key performance indicators (KPIs). Applies business sensibilities and risk management to ensure good business for HP. Collaborates with HP's partners to ensure sales coverage and comprehensive customer solutions. Shapes customer business planning and investment towards HP's advantage. Coordinates all planning and sales activities within an account using face-to-face or virtual methods. Collaborates with functional and regional management to ensure support by presales and product/service specialists. Interfaces with internal and external experts to anticipate and pursue emergent customer needs/opportunities with appropriate solutions. Advocates internally on behalf of customers, and tailors EG's strategy and solutions to customer priorities
## Qualifications
Key Responsibilities:
Negotiates key, complex deals representing a subset of global deals while exploiting local opportunities as well, characterized by 1- to 2-year time horizons
Executes sales focused on Enterprise Group solutions while facilitating sales of all HP products and solutions
Develops an account presence for HP scaling all account levels, including executive decision makers
Expands HP's presence and control within enterprise account(s)
Builds and directs account team and partner collaboration, support, and strong communication (HP and partner) essential to achieve wins
Drives sales pursuit and penetration activities within accounts
Job: Sales
Primary Location: United States-Arkansas-Conway
Schedule: Full-time
Job Type: Experienced
Shift: Day Job
Travel: Yes, 25 % of the Time
Job Posting: Jun 22, 2014
Req ID: 1293505

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