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Responsibilities:
- Coordinates/Owns account plans for strategic commercial accounts in the account planning process
- Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
- Uses specialty to leverage existing opportunities and branch into more than one business unit in the account.
- Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
- Engages partners effectively to improve win rates on selective deals.
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
- Generates leads for HP volume products and certain value products and collaborates with other specialists or partners as needed.
- Responsible for achieving/managing quarterly, half yearly or yearly quota.
- Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
- Sell solutions that include hardware, software and services.
- Build and deploy a territory account plan that includes working with partners, specialists.
- Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
- Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Direct or Indirect).
- Reviews and designs sales policy and strategy.
Education and Experience Required:
- Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors’ offerings.
- Extensive vertical industry knowledge and advanced degree of selling skills.
- Typically 5-8 years of experience as referenced above.
- Account management experience required.
- Strong understanding and acumen of local geography of East Africa
- Experience in product specialty (computers, printers, Technology solutions and services).
- University or Bachelor’s degree preferred.
Knowledge and Skills:
- Broad understanding of the customer’s needs; applies standard as well as creative solutions to meet those needs.
- Ability to coordinate internal and external partners to deliver appropriate solution sale.
- Able to interface with senior levels in internal HP and external, client and partner groups.
- Knows when to adjust business plans based on account and industry segment opportunities.
- Use consultative selling skills to proactively help customer’s with making IT business decisions.
- Partner organization intelligence aligned with partner management skills.
- Conceptualizes and articulates well-targeted solutions in area of specialty – from proposal to contract sign off.
- Ability to understand the customer’s business issues and translate to HP solutions.
- Ability to prioritize and drive strategic sales activity on a solution basis.
- Excels in competitive selling skills.
- Needs a good understanding of the channel and how to partner.
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