Description -


This role is responsible for serving as a trusted advisor to enterprise clients by leveraging industry knowledge and driving account business plans for revenue growth. The role works toward improving success rates by collaborating with several stakeholders, conducting regular reviews, and staying informed about industry trends. The role handles complex situations like... negotiations, escalations, etc. and identifies areas for improvement.




Responsibilities:


Acts as a trusted advisor to the client, understanding client business strategies and challenges and aligning the organization’s capabilities to client business and IT priorities.
Understanding latest technology trends and how it impacts assigned accounts
Drives revenue across multiple lines of business in line with business priorities
Forecast revenue in line with assigned lines of business
Achieve assigned quota  
Formulates and implements strategic account business plans aimed at expanding the organization's footprint within the accounts, fostering favorable results through adept management and regular reviews.
Coordinates with cross-functional teams to drive integrated planning and execution to ensure aligned client engagement and service.
Engages with partners to improve win rates and delivery; meets and/or exceeds revenue and margin quotas.
Leverages industry knowledge to identify and pursue new opportunities in existing engagements resulting in profitable revenue growth for the organization.
Conducts regular reviews with clients to discuss performance metrics, identify areas for improvement, and present strategic recommendations.
Leads contract renewal negotiations, manages pricing discussions and secures contract extensions while ensuring favorable terms for both parties.
Stays updated with market trends, market shifts, and competitive landscape, sharing insights and recommendations with clients.
Provides guidance and mentorship to junior account managers, assisting in their development and growth within the organization.


Education and Experience Recommended:


Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
7-10 years of work experience, preferably in customer relationship management, account management, or a related field.


Knowledge and Skills:


Account Management
Business Development
Business Planning
Business To Business
Cross-Selling
Product Knowledge
Sales Management
Sales Process
Sales Prospecting
Sales Strategy
Sales Territory Management
Market Knowledge  
Upselling
Value Propositions


Cross-Org Skills:


Effective Communication
Results Orientation
Learning Agility
Digital Fluency
Customer Centricity more

If you are our Senior Enterprise Account Manager (French Speaker), you will have a chance to:


Build strong professional working C-level relationships with the client.
Establish a high level of personal credibility with key client executives.
Leverage executive sponsors and other HP resources to strengthen HP’s relationship and credibility with client influencers and decision... makers.
Build and execute an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HP’s presence and share in the account over a 1-3 year time horizon.
Build and orchestrate sales pipeline activity. Ensure active nurturing of deals and movement of opportunities to close.
Manage a balanced pipeline representing all of the businesses being pursued.
Research and understand the client's industry, business strategies and challenges.
Demonstrate breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
Leverage existing engagements and run-rate business to seed and grow new opportunities.
Maintain high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports.
Identify, nurture, and close new solution opportunities that result in substantial growth in HP share, revenues, and margin.
Proactively engage executive sponsors to build a strategic relationship and favorably position long-term business opportunities for HP.
Engage HP sales specialists, channel and alliance partners to fully leverage HP’s portfolio.
Represent the entire HP portfolio of products and services.
Interface with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development


Are you a high performer? We are looking for an individual with:


8-12 years account management experience.
Business Fluent French and English speaker.
Advanced sales negotiation and positioning skills.
Strong presentation and communication skills at business executive level.
Demonstrated leadership and ability to conceptualize and articulate well-targeted solutions in area of technical specialty - from proposal to contract sign-off
Ability to demonstrate high service knowledge and professionalism in researching and sharing specialty product and service-related information with account teams and customers.
Industry Acumen - deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues.
Consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
Expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution. more

What can we do together?


We are looking for a Distribution Business Manager (f/m) to join our team in Johannesburg.
As a Distribution Business Manager, you will be in charge for the complete end to end sales process of HP (Print , PC and peripherals, and SW solutions) for a select group of distributors in the Southern and Central Africa (SCA) region.


Responsibilities


Provides a... point of contact to be and represent the voice and brand in the Southern African distribution space.
Serves as the expert to the partner/distributor for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
Integrates HP offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell HP brand to end customers.
Establishes and maintains account plans to promote sales growth.
Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the HP footprint in targeted industries and/or customers.
Achieves assigned quota for HP products, services and software.
Transactional and relationship selling working within, and directing, a team of selling professionals.
Grow HP business overall and HP's share of business by developing deep strategic relationships with partners.
Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
Provides the business rationale and risk assessment for making HP investments in the partner.
Works with largest partners accounts with a high strategic value or high risk to HP.
Ensures that partners are compliant with legal and SBC practices.
May drive SOW growth with distributors who are managing partners on behalf of HP.
May recruit and develop business relationship with new partners.


Who you are?


University or Bachelor's degree; advanced degree or MBA preferred.
Typically 12+ years or more of selling experience at end-user account or partner level.
A business leader with strong C level exec presence and the ability to navigate through long term strategic discussion on executing a multinational strategy.
Senior advocate for understanding and implementing channel programs with proficiency in supply and demand mechanisms.
Experience as successful account/business manager, selling to CxO and decision-maker level.
Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
Deep understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
Deep understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections.
Effectively sells HP offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
Develops strategic plans with the partner to grow the size of the business and HP's share.
Partners effectively with others in the account to ensure coordinated efficient account management.
Ability to motivate partner's sales force.
Coordinates and directs efforts across HP sales teams.
Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams. more