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Account Executive - Hewlett-Packard Company (New York, NY)
Posted:
Saturday, February 16, 2013 5:22 PM
Title: Account Executive
Location: United States-New York-New York
Job Number:_1083513
. Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
. Maintain knowledge of competitors in account to strategically position HP's products and services better.
. Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
. Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
. Contributes to proposal development, negotiations and deal closings.
. Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller
accounts.
. May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.
. Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
. Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Scope and Impact:
. May coordinate internal & external partners to deliver appropriate solution sale.
. Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
. Assigned average or higher size quota.
. Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
Education and Experience Required:
* University or Bachelor''s degree preferred.
* Directly related previous work experience.
* Demonstrated success in achieving progressively higher quota.
* Extensive vertical industry knowledge required.
* Typically 5-8 years advanced sales experience required.
Knowledge and Skills Required:
* Is considered an expert in knowledge of products, solution or service offerings as well as competitor''s offerings to be able to sell large solutions.
* Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
* Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
* Understands the role of IT within area of specialization and how HP''s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
* Account planning and accurate account revenue forecasting skills.
* Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
* Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs
* Excellent project management skills.
* Establishes a professional working relationship, up to the executive level, with the client.
* Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
* Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
* Deep knowledge of products, solution or service offerings as well as competitor''s offerings.
* Understands how to leverage HP''s portfolio and change the playing field on our competitors.
* Utilizes Siebel as an expert and accurately forecasts business.
* Understands and sells high value software solutions
* Understands selling of services sales.
* Leverages services as part of strategic product sales.
* Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
* Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO''s, typical objectives, measures, metrics.
Job: Sales
Location: United States-New York-New York
Job Number:_1083513
. Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
. Maintain knowledge of competitors in account to strategically position HP's products and services better.
. Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
. Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
. Contributes to proposal development, negotiations and deal closings.
. Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller
accounts.
. May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.
. Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
. Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Scope and Impact:
. May coordinate internal & external partners to deliver appropriate solution sale.
. Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
. Assigned average or higher size quota.
. Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
Education and Experience Required:
* University or Bachelor''s degree preferred.
* Directly related previous work experience.
* Demonstrated success in achieving progressively higher quota.
* Extensive vertical industry knowledge required.
* Typically 5-8 years advanced sales experience required.
Knowledge and Skills Required:
* Is considered an expert in knowledge of products, solution or service offerings as well as competitor''s offerings to be able to sell large solutions.
* Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
* Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
* Understands the role of IT within area of specialization and how HP''s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
* Account planning and accurate account revenue forecasting skills.
* Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
* Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs
* Excellent project management skills.
* Establishes a professional working relationship, up to the executive level, with the client.
* Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
* Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
* Deep knowledge of products, solution or service offerings as well as competitor''s offerings.
* Understands how to leverage HP''s portfolio and change the playing field on our competitors.
* Utilizes Siebel as an expert and accurately forecasts business.
* Understands and sells high value software solutions
* Understands selling of services sales.
* Leverages services as part of strategic product sales.
* Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
* Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO''s, typical objectives, measures, metrics.
Job: Sales
Source: http://www.jobs2careers.com/click.php?id=301733774.96
• Post ID: 36013891 newyork