What an Enterprise Account Manager does at HP:

Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account over a 1-3 year time horizon.Builds strong professional working C-level relationships with the client.Establishes a high level of personal credibility with key client executives.Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.Researches and understands the client's industry.Deeply understands client business strategies and challenges.Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.Advances opportunities that result in profitable revenue growth for HP.Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.Leverages existing engagements and run-rate business to seed and grow new opportunities.Advocates for client needs during sales cycle and in addressing any delivery issues.Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports

Individuals who do well in this role at HP, usually possess:

Same as previous plus.Typically 8-12 years account management experience.Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.Builds strong CXO level relationships, especially working with executives in lines of business.Negotiates at the CXO level.Adept at advanced sales negotiations and positioning.solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions.Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.Submits timely and accurate forecasts and continually coaches team to do same.Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.Demonstrates strong presentation and communication skills at the executive level.Manages end-to-end sales processes in large deals.

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