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Field Account Manager (State & Local and Education) SLED

Company: HP Inc
Location: Rio Rancho
Posted on: June 10, 2021

Job Description:

HP is currently seeking to hire a passionate and driven Field Account Manager based in Rio Rancho, NM focused on growing both Print and PC in the State & Local and Education segment. This key sales role is a part of the SLED Mountain West district, and will be focused on accounts in New Mexico, NE Arizona and El Paso, Texas - including customers that span multiple market verticals including K-12, High Ed, State & Local Government and Healthcare.

Responsibilities:

  • Coordinates/Owns account plans for commercial accounts in the account planning process.
  • Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
  • Uses specialty to leverage existing opportunities in account.
  • Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.
  • Analyzes win/loss rates and drive recommendation to improve ratios
  • Works with and leverages external partners to deliver solution sale.
  • Refers HP volume products and certain value products to other specialists or partners as needed.
  • Utilizes the support of pre- sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.
  • Responsible for achieving/managing quota based on regional guidelines
  • Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices.
  • Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
  • Acts as a first interface for owned accounts in collaboration with members of global business teams.
  • May Train/Coach and lead Inside account reps/Inside Sales
  • Contributes to or designs sales policy and strategy for assigned business segment.

Education and Experience Required:

  • University or Bachelor's degree preferred.
  • Detailed knowledge of key customer types or customers on given products.
  • Typically 3-5 years of experience as referenced above.
  • Account management experience required
  • Experience in product specialty (computers, printers, servers, storage)
  • Possible experience in industry.
  • Inside Account experience of large commercial of large complexity.

Knowledge and Skills:

  • Solid IT acumen and how to align with specific HP services or product lines.
  • Partner organization intelligence aligned with partner management skills.
  • Assess solution feasibility from a technical and business perspective to determine qualify- in/quality-out status.
  • Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
  • Negotiation skills and ability to frame the value proposition for the customer.
  • Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account.
  • Ability to understand the customer's business issues and translate to HP solutions.
  • Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads.
  • Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.
  • Competitive selling skills.

#LI-post

About HP

You're out to reimagine and reinvent what's possible-in your career as well as the world around you.

So are we. We love taking on tough challenges, disrupting the status quo, and creating what's next. We're in search of talented people who are inspired by big challenges, driven to learn and grow, and dedicated to making a meaningful difference.

HP is a technology company that operates in more than 170 countries around the world united in creating technology that makes life better for everyone, everywhere.

Our history: HP's commitment to diversity, equity and inclusion - it's just who we are.

From the boardroom to factory floor, we create a culture where everyone is respected and where people can be themselves, while being a part of something bigger than themselves. We celebrate the notion that you can belong at HP and bring your authentic self to work each and every day. When you do that, you're more innovative and that helps grow our bottom line. Come to HP and thrive!

Keywords: HP Inc, Rio Rancho , Field Account Manager (State & Local and Education) SLED, Other , Rio Rancho, New Mexico

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