Job Summary

This role is responsible for identifying customers’ unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert, applies consultative selling techniques, and mentors junior account managers.

Territory is Florida, Georgia, and Alabama. The role requires the candidate to sit out of Florida or Georgia.

Responsibilities

• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
• Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
• Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.
• Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
• Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
• Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
• Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.
• Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
• Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
• Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

Your day to day

We are looking for someone to join our team who enjoys spending most of their time engaging with customers at multiple levels, managing partner relationships and closing deals. Does this sound like you?

Develop an Execution Plan together with the Regional Sales Director and Area VP to addresses vertical and horizontal growth initiatives for assigned territory.Create and implement strategies to drive sales to meet or exceed assigned sales targetsDevelop and implement strategies to create strategic account wins and competitive win backs resulting in large deal sizesPromote and raise the profile of the Poly solution offerings, ensuring that the company achieves positive brand equity and captures market/mind shareAdvise direct management team on matters relating to HP/Poly’s product offerings and where appropriate, recommend incremental customer needsDevelop appropriate financial models, pricing, and gross margins for customer proposals in order to win business and meet company goalsBuild comprehensive customer relations strategy and monitor its effectiveness through regular contact with customersResponsible for accurate forecasting on a weekly, monthly, and quarterly basisResponsible for complete and accurate on-going maintenance of accounts, forecasts, proposals, and account activity in the company customer relationship management (CRM) toolDevelop a comprehensive customer relations strategy and monitor its effectiveness through regular contact with customers.Application focused interface with Public-Sector Accounts at the Programmatic Level to leverage vertical expertise

What you bring to the team

Highly Driven, Strategic, Energetic, Organizational, Tenured problem-solving skills and the ability to translate technical solutions into opportunistic customer requirements.Understanding of applications and user requirements within Vertical Account markets.Track record of successful sales campaigns culminating in $200K – $1M transactionsDemonstrated success in accurately forecasting account and volume activities, meeting and exceeding quarterly quotas and growing territoryExceptional selling skills; able to manage the people side of the business, effectively use internal/external resources and accomplish assigned targets     Solutions/Consultative Sales background in a Networking, IP, Audio/Video or Unified Communications environments.Understanding of Public Sector Contracts and Purchasing Vehicles. 

Education & Experience Recommended

• 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, tele sales, product specialty (computers, printers, servers, storage), or a related field.
 

Salary Range:

The on-target earnings (OTE) range for this role is $185,800 to $245,000 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US 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 insuranceDental insuranceVision insuranceLong term/short term disability insuranceEmployee assistance programFlexible spending accountLife insuranceGenerous time off policies, including; 4-12 weeks fully paid parental leave based on tenure13 paid holidaysAdditional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.