Commercial Account Manager, Print

Responsibilities

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensively works with and leverages external partners to deliver solution sales.
• Significant time spent directly with customers, interfacing with all levels, including management; highly diverse set of functions and buyers; focus on management level.
• Develops business plans in conjunction with customers.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.
• Maintains high-level customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.
• Responsible for achieving/managing quarterly, half-yearly, and annual quotas and/or margins.
• Enters all opportunities in pipeline tools and updates them weekly.
• Recommends and implements industry-leading pipeline management practices.
• Acts as a first point of contact for international accounts in collaboration with global and local teams.
• Identifies customer requirements, matches them with HP capabilities, and chooses the appropriate HP supply chain (Volume Direct or Indirect).

Requirements

• University or Bachelor's degree.
• Detailed knowledge of key customer types or customers on given products.
• Viewed as an expert in the company; sought out by other Sales Representatives and/or first-level managers for input.
• Typically 3-8 years of experience as referenced above.
• Industry experience required.
• Experience in product specialty (computers, printers, servers, storage).

Qualifications

• Good leadership skills and cross-functional expertise.
• Good time management skills.
• Broad understanding of the customer's needs; applies both standard and creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sales.
• High-level customer management relationship building, working at management and executive levels in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation and deal closing skills.
• Expertise in managing end-to-end sales processes in large deals.
• Relevant knowledge of the customer's industry; keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions.
• Knowledge of HP's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate them to HP solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills; sells across platforms and specialties.

Skills

• Good leadership skills and cross-functional expertise.
• Good time management skills.
• Broad understanding of the customer's needs; applies both standard and creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sales.
• High-level customer management relationship building, working at management and executive levels in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation and deal closing skills.
• Expertise in managing end-to-end sales processes in large deals.
• Relevant knowledge of the customer's industry; keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions.
• Knowledge of HP's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate them to HP solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills; sells across platforms and specialties.

Pay

The on-target earnings (OTE) range for this role is $115,650 to $170,600 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including:
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview)