US Third Party Account Manager - FED

• Successful candidates must reside within the Albuquerque/Rio Rancho area*

This position will cover the US Federal Segment at HP

The US Third Party Solutions team is responsible for the sales of all non-HP branded equipment that is sold to commercial customers within the US. This specific position will cover all FED segments including DOD, APJ, Civilian. Successful candidates should be familiar with major Federal contracts. This person will manage the SEWP contract from a Third Party Perspective.

This position will have travel within the US for onsite customer visits, tradeshows, and vendor specific events.

Third Party Account Managers negotiate product, pricing, and contract terms with various vendors and act as a consultant/specialist to assist HP Generalist within their assigned segment/territories.

Candidates are expected to-

Applies developed knowledge of the job skills, company policies and procedures to complete a wide variety of difficult assignments/tasks. Thorough understanding of the general/technical aspects of the job. Works on assignments that are moderately complex in nature and require ordinary problem resolution and independent judgment. Works under limited supervision and normally receives no instruction on routine work and general instructions given for new assignments.

Responsibilities:

• Majority of work done independently.

• Independently moves leads through entire sales process.

• Proactively sells products, services, supplies to installed base in support of company promotion and upgrade campaigns.

• Achieves set quota and goals.

• Sells primarily transactional, with some solutions selling; owns strategic entry points at the customer aligned to the business objective of area.

• Sells complex, multi- products/services.

• Involves Outside Sales Rep as necessary for high complexity sales or where competitor is face-to-face with customer.

• Participates in development of district sales strategy & quota setting; defines own individual sales plan.

• Addresses customer complex requests via broad multi-product/service.

• Identifies and allocates internal and external resources to deliver transactional or solution sales.

• May interfaces with specialty buyers, e.g., IT, Procurement, etc. or with business executives.

• Pursues opportunities in assigned territory, account or product line.

• Actively prospects within accounts to discover or cultivate sales opportunities.

• Responsible for pipeline and forecast responsibility in accordance with sales center business process.

• Aggressively reviews account activities in pursuit of new business or up- selling opportunities.

• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.

• Partners effectively with others in the account to ensure coordinated, efficient account management.

• Actively manages the account to protect and grow HP's business; coordinates all account forecasts, planning and reporting.

• As dictated by the selling model, engages partners effectively to improve win rates on selective deals.

• Orchestrates the resources and sponsorship essential for executing business effectively.

Education and Experience Required:

• Four year university/ Bachelor's degree preferred or equivalent experience.

• Typically 4-6 years of selling or account management experienced; preferable in IT industry.

• Proven track record in sales. Demonstrated ability to move leads through entire sales process independently.

Knowledge and Skills:

• Listens to customer needs and tailors messages to customer based on their needs and ties-in additional promotional campaigns, upgrades, or extended products/services.

• Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.

• Exhibits thorough knowledge of HP portfolio, observed via customer conversations, discussions on products or solutions with customers.

• Consistently meets or exceeds metrics related to inbound calls set by segment management.

• Understands the client procurement processes and knows key decision criteria for winning new and/or maintaining existing business.

• Exhibits thorough knowledge of HP portfolio, observed via customer interaction, test scores, and limited reliance on technical support, Pre-sales or internal resources to discuss products or solutions with customers.

• Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.

• Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.

• Ability to build strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs.

• Understands the client procurement processes and knows key decision criteria for winning new and/or maintaining existing business.

• Knows and understands HP's sales tools and processes.

• Project Management skills desired.

• Demonstrates ability to act as a team lead.

• Demonstrated ability to coordinate internal and external partners to deliver appropriate solution sale.