Hewlett Packard – HP is a technology company that operates in more than 170 countries around the world. We explore how technology and services can help people and companies address their problems and challenges, and realize their possibilities, aspirations and dreams. We apply new thinking and ideas to create more simple, valuable and trusted experiences with technology, continuously improving the way our customers live and work.
No other company offers as complete a technology product portfolio as HP. We provide infrastructure and business offerings that span from handheld devices to some of the world’s most powerful supercomputer installations. We offer consumers a wide range of products and services from digital photography to digital entertainment and from computing to home printing. This comprehensive portfolio helps us match the right products, services and solutions to our customers’ specific needs.
We are recruiting to fill the position below:
Job Title: Enterprise Account Manager
Enterprise Account Manager-1486498
Location: Lagos
Schedule: Full-time
Shift: Day Job
Travel: Yes, 25 % of the Time
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 5-8 years account management experience
Job Description
Client/Account Relationship:
- Builds strong professional working relationships with the client, including key IT and business executives.
- Leverages executive sponsors and other company resources to strengthen company’s relationship and credibility with client influencers and decision makers.
- Researches and understands the client’s industry, and develops a core understanding of client business needs and challenges.
- Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for the company.
- Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
- 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 company-conducted surveys and reports.
Business Management:
- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow company’s presence and share in the account.
- Protects company’s position and focuses on generating new business.
- 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 company resources essential for executing the account business plan, including sponsors.
- 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.
- Effectively engages and leverages executive sponsors.
- Engages company sales specialists, channel and alliance partners to fully leverage company’s portfolio and improve win rate of selective deals.
- Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.
- 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.
- Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to the company. Represents the entire company portfolio of products and services.
- Engages with Solution Opportunity Approval & Review process (SOAR)
- Drives the account internationally/Globally
Knowledge and Skills Required
Account/Business Development:
- Leverages existing relationships and builds new relationships with executives in the business and in IT.
- Negotiates at the business manager and IT executive level.
- Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.
- Submits timely and accurate forecasts and continually coaches team to do same.
- Knowledge of basic financial-selling concepts in support of business cases for company solutions.
Account Team Leadership:
- Resources and leads successful dedicated global virtual teams.
- Demonstrates strong presentation and communication skills at the business manager level.
- Industry Acumen
- Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.
- Adheres to SBC and company’s code of ethics
Portfolio Knowledge:
- Solid knowledge of company’s breadth of solutions and engages appropriate specialist resources as needed.
Specialty Knowledge:
- Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
- Uses knowledge in specialty and consultative selling skills to proactively help customers with making IT business decisions.
- Conceptualizes and articulates well-targeted solutions in area of technical specialty — from proposal to contract sign-off
- Demonstrates high service knowledge and professionalism in researching and sharing specialty product and service related information with account teams and customers.
- Competent in the sale of IT services and outsourcing
How to Apply
Click here to apply online
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