Enterprise Account Mgr V

HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.Business environment hp applies imagination and pioneering technologies to transform our customers’ business.  We are passionate and committed to delivering intelligent appliance, infrastructure and e-solutions to transform and redefine the way our customers’ lead in their market. We are in the process of further building our sales organisation to ensure that we partner as effectively as possible with our customers and that they receive the best and most inventive hp representation. Responsibilities:In the role of Enterprise Account Manager you will be recognized as a leader in the Federal sector both from a business and technology perspective.  You will be the lead the sales process and pursuit teams that are deployed for our enterprise clients and be the single sales point of contact for hp. As the EAM you will take the lead in identifying our customers’ business needs and strategy and aligning them to the hp vision and strategic roadmap.  Translating this to a winning sales strategy and communications plan will be critical to your success.  Role accountabilities will include:Account Development and ManagementThe provision of sales leadership, budgeting and solution alignmentLeadership and Oversight on IRS Workstation Replacement Program (WKRP) ContractWill have primary responsibility for ensuring HP delivers on program forecasted units as well as revenue. Specific Pursuit LeadershipLeading the development of proposal, aligning sales teams and strategiesDrive the expansion of the scope of the IRS Contract toward increasing overall contract revenues and profitability.  Negotiation and Contract ManagementClosing and renegotiating federal contracts to ensure the overall long term success of HP’s contracts in the targeted agency or department. JOB DESCRIPTION: Enterprise Account Manager responsible for managing sales opportunities within assigned accounts.  Specific accountabilities include:Solution selling - understanding customer's business and selling HP solutions to resolve business issues.Team leader - work with Product Sales Specialists, Technical Client Consultants, Solutions Architects and leverage relationships with alliance/channel partners to deliver best in class solutions.Executive relationships - develop strategic executive relationships within assigned account base.  Ability to articulate HP value proposition to clients as well as communicate to HP extended sales team client needs is essential to drive success.Revenue growth and profitability - attain sales sales quotas.Tailor HP strategy and solutions to meet the needs of the customerFacilitation of solution developmentAccurate sales forecastingAbility to effectively sell to the IT and business side of assigned accounts.Responsibility for ensuring successful implementation / delivery on IRS WKRP Program ·  10 or more years of successful technology sales experience.·  5 or more years of specific experience in leading federal agency wide program office.·  Proven over-quota achievement.·  Strong solutions selling experience.·  Technical expertise in one or more of the following areas:  servers, storage, software, services.·  Experience calling on and building strategic relationships with client executives at the CIO & Deputy CIO Level.·  Program Office management experience.·  Strong consultative sales experience.  Proven ability to understand customer’s direction, immediate business opportunities and long-term partnering interests and utilizing to develop account plans.·  Experience tracking and reporting account financials on a monthly/quarterly basis.·  Experience accurately forecasting account revenue.·  Experience building, monitoring and orchestrating sales pipeline to ensure movement of near and long term opportunities.·  Well Developed Program management skills and Experience·  Strong negotiation and closing skills·  Experience leveraging executive level relationships and connections to identify and influence customer business IT investment strategy.·  Experience working with and leveraging business partners/alliances.·  Experience working with various levels of sales management.·  Strong verbal and written communication skills.·  Understanding of the rationale for any IT solution proposed.·  Experience in competitive selling and understanding of HP value proposition. To be successful in this role you will be a proven leader of a major federal program office.  This experience will have been developed over many years in playing multiple roles in working as part of a Federal PMO. These PMO’s are specifically deployed to ensure the success of very large complex Federal Contracts.  You will need to be very well versed in all appropriate federal acquisition regulations, as well as procurement specific contractual requirements. You must also know and be well versed in HP’s specific policies on dealing with the Federal as well as state and local governments. You must have a well developed understanding of how to work with Federal customers to modify, adjust and re-negotiate contract items to meet their needs in the context of the contract while ensuring HP maintains a strong profitability position.  You will possess core technical skills of strategic selling, account management, budget control, contractual negotiation and opportunity development.  Your communication skills both written and verbal will be outstanding as will your ability to simply translate complex technical data and situations into meaningful business communications to senior stakeholders. Aside from the typical Bachelor (undergraduate) degree in business or Masters (graduate) degree you will also have extended your knowledge of the industry through research, networking and association involvement. © 2007 Hewlett-Packard Development Company, L.P. The Hewlett-Packard Company is an equal opportunity employer, dedicated to workforce diversity.