Enterprise New Business Accounts- NYC Metro

HP•New York, NY

2d•Remote

About The Position

As an Enterprise New Business Account Manager, you will be responsible for selling HP’s Personal Systems products, services and solutions while developing new customer relationships. The ideal candidate will be able to manage their territory of named accounts independently, while working effectively in a team environment towards goals. Primary responsibilities include pipeline creation, deal acceleration, and closing new accounts. The Enterprise Account Manager brings a Point of View to the Customer engagement; uses all resources to address customer needs with appropriate Products, Services and Portfolio. A successful candidate needs to demonstrate the ability to open the door at new customers, leveraging their local network as well as CSM tool. Be able to build trust with customer and effectively communicate HP’s value-add. And be highly skilled in negotiating complex global contracts.

Requirements

5-7 years of experience in selling to End-User Enterprise customers is a must.
Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
Typically has 7-10 years of work experience, preferably in account management, acquisition sales, product specialty (computers, printers, servers, storage), or a related field.
Business Development
Acquisition sales
Business To Business (B2B)
Outside Sales
Product Knowledge
Sales Prospecting
Sales Territory Management
Selling Techniques
Upselling
C-Level relationship building
Services Sales
Effective Communication
Results Orientation
Learning Agility
Digital Fluency
Customer Centricity

Nice To Haves

Leveraging their local network as well as CSM tool.
Be able to build trust with customer and effectively communicate HP’s value-add.
Highly skilled in negotiating complex global contracts.

Responsibilities

Market growth by acquiring new enterprise named accounts through outcome-based sales methodologies.
Develop and execute comprehensive strategic account plans for clients, aligning their business goals with the organization's offerings.
Develop a comprehensive territory GTM strategy that includes engagement across HP’s VARS and Alliance Partners, while also including both Sales and Marketing tactics.
Develop and maintain strong professional relationships with the client to understand their unique business challenges.
Demonstrate an advanced level of subject matter expertise and employ consultative-selling techniques to identify and advance opportunities.
Coordinate and own account plans for strategic enterprise accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
Identify complex customer requirements, map them with the organization’s capabilities, and choose the most suitable direct/indirect supply chain options.
Build strong professional relationships with high-level clients, gain a deep understanding of their unique business needs, and align the organization's solutions accordingly.
Develop and execute sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
Analyze and interpret key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
Stay updated with industry trends, market shifts, and competitive landscape, sharing insights and recommendations with clients.
Engage strategically with partners to improve win rates on selective deals and consistently achieve and manage quarterly, half-yearly, and yearly sales metrics.
Define and pursue joint growth opportunities with partners leveraging the organization’s portfolio.
Lead contract negotiations with major clients, overseeing contract terms with a proactive approach to ensure profitable deals and lasting positive relationships.
Manage pricing discussions and secure contracts while ensuring favorable terms for both parties.
Manage the sales pipeline, enter, and update opportunities in the pipeline tool, and implement pipeline management practices.
Proactively gather data and analysis to perform loss reviews, ensuring best practices are documented and shared across the team.
Masterfully leverage the strength of the CRM tool to ensure active engagement with all accounts.
Engage daily in CSR tool to document sales activities.
Utilize tools to execute sequencing activities, lead generation, intent data, as part of overall pipeline development and pipeline accelerator activities.
Partner with the Marketing team to utilize Account Based Marketing techniques to assist in accelerating the sales cycle.
If proficient in managing a long-term pipeline to ensure success year over year.
Provide guidance and mentorship to junior account managers, assisting in their development and growth within the organization.

Benefits

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