Job Summary

This sales role is responsible for developing and implementing strategic plans that drive business growth in managed services within HP’s Imaging, Printing and Solutions business.  The role is focused on the enterprise market, anticipating client requirements, collaborating with cross-functional teams and uses consultative selling to identify opportunities aligned with the organization's capabilities. The role maintains a healthy sales pipeline, achieves revenue targets, and provides valuable feedback and insights to the internal teams.

Responsibilities

Develops and executes account business plans including transactional and strategic initiatives to grow the organization’s business.Builds strong professional working relationships with clients, at multiple levels and disciplines, develops a deep understanding of clients’ needs and maintains a high level of customer loyalty.Utilizes consultative-selling techniques to identify and advance growth opportunities within existing accounts and align the organization’s capabilities to client business and IT priorities.Anticipates client needs and facilitates solution development in collaboration with cross-functional teams and industry experts.Leads contract negotiations, pricing discussions, and contract renewals to ensure favorable terms for both the client and the organization.Builds and maintains sales pipeline activity while achieving and/or exceeding revenue and margin quotas using margin management techniques.Prepares regular reports and presentations for both internal stakeholders and the client to share regular updates on deliverables, roadblocks, etc.Seeks opportunities to enhance the overall account management process and contribute to best practices within the account management team.

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+ years of enterprise sales experience in managing complex pursuits and managing those accounts pos-sale. The successful candidate will possess the following attributes/skillsExperience in managing complex enterprise engagements—pursuit and managementBackground in solutions/ services salesStrategic Thinking/ Growth MindsetComfortable in engaging at multiple levels, including C-suite, and business functions—IT, Vendor Mgt, Line of Business, etc.Ability to lead an internal team of Type A personalitiesNavigate customer organizations and build consensusManage long (9 – 24 month) sales cyclesComfortable prospecting for new business

Knowledge & Skills

Account ManagementBusiness DevelopmentBusiness PlanningBusiness To BusinessCross-SellingCustomer Relationship ManagementFinanceMarket ShareMarketingMerchandisingProduct KnowledgeSales ManagementSales ProcessSales ProspectingSales StrategySales Territory ManagementSalesforceSelling TechniquesUpsellingValue Propositions

Cross-Org Skills

Effective CommunicationResults OrientationLearning AgilityDigital FluencyCustomer Centricity

Impact & Scope

Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity

Responds to moderately complex issues within established guidelines.

The on-target earnings (OTE) range for this role is $158,000 to $210,000 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.