Description

A Global Account Manager (GAM) manages key accounts as an overall account lead responsible for the complete Industrial portfolio, with particular focus on Solutions & Services. Drives strong business performance and manages 1 or 4 accounts spanning multiple account teams, business units and countries. Builds and sustains executive-level relationships, manages account-level profitability and drives growth in HW Supplies, Solution & Services.  Effectively manages and orchestrates the activities of matrix resources required to deliver superior client loyalty. Reports outside the country sales organization but works with and orchestrates local sales resources.

Responsibilities

Client/Account Relationship

•Serves as the overall HP lead for assigned account(s)  focusing on all solutions and breakthrough deals of strategic importance

•Provides a single face to customers to all Industrial solutions portfolio while representing all aspects of services, products, and solutions

•Builds and sustains strong relationships with C-level and other key Business and operation executives worldwide

•Actively engages Executive Sponsor and other Senior HP Executives to build strategic relationships which ensure long-term business opportunities for HP

Business Management

•Develops and is accountable for customer key performance indicator (KPI) focusing on longer term customer experience and growth parameters. Drives account team to execute corrective measures where lacking

•Helps drive the technology footprint in the account, acts as business partner to the senior executives being an “extension” of the customer’s business management team.

•Leads BU activity in support of net new installation & ramp up as well as escalations, and customer communication.

People Management

•Manages a virtual team of Account executives, Solutions Arc, ASM, presales and product/service specialists across regions.

•Coaches account team members to enable broader and deeper client engagement.

Team Structure

•Reports to Global Head, Industrial Strategic Accounts; Indirect report into regional GTM leadership

•Supported by Regional Account Manager, Solutions Account Manager, ASM, CSM, ISR, Technical Presales Consultants

Key Interaction

•Customer:  CEO, COO, CIO, Business Development Directors, Divisional Presidents, Global Procurement.

•Third Party: Channel Partners, media and solution partners,

•Internal: Executive Sponsor, Account Manager, Solutions Arc, GBU, country and regional leadership, Marketing, Operations, other internal stakeholders as appropriate

Retention & growth

•Global Revenue Quota achievement for complete Industrial Portfolio, if account is a Global Account

•Account Profitability and growth

•Focus on Supplies and Solutions in Sales Compensation Plan

•Effective Retention & growth strategy

•Long term alignment with customer business and Ops strategy

Acquisition (if acquisition for either Indigo or PWP)

•Clear growth strategy with KOS

•Total customer experience; NPS

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