Offers “Hp”

Expires soon Hp

Account Manager

  • Cairo, مصر
  • Bachelor's Degree
  • Sales

Job description

Job ID 1030095 Date posted 10/31/2018 Primary Location Cairo, Cairo Governorate, Egypt Job Category Sales Schedule Full time Shift No shift premium (Egypt)

Responsibilities

·  Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
·  Maintains knowledge of competitors in account to strategically position the company’s products and services better.
·  Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
·  Provide support to Account managers and provide input regarding business development and solution expertise.
·  Development of quota objectives and future direction for defined product category.
·  Some specialists also responsible for selling outsourcing deals.
·  Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
·  May invest time working with and leveraging external partners to deliver sale.
·  For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
·  Directs or coordinates supporting sales activities.

Education and Experience

·  University or Bachelor’s degree / Directly related previous work experience.
·  Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
·  Extensive selling experience within industry and on similar products.
·  Typically 8-12 years of advanced sales experience.
·  Project management skills required.

2-3 years of product sales in the desired specialty.

Knowledge and Skills

·  Is considered an expert in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
·  Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
·  Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
·  Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
·  Account planning and accurate account revenue forecasting skills.
·  Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
·  Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
·  Establishes a professional working relationship, up to the executive level, with the client.
·  Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
·  Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
·  Deep knowledge of products, solution or service offerings as well as competitor’s offerings.
·  Understands how to leverage the company’s portfolio and change the playing field on our competitors.
·  Utilizes Siebel as an expert and accurately forecasts business.
·  Understands and sells high value software solutions.
·  Understands selling of services sales.
·  Leverages services as part of strategic product sales.
·  Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
·  Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

Impact/Scope

·  Works on the company’s larger accounts.
·  May perform project management role.
·  May invest time working external partners.
·  Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
·  May develop business plan in conjunction with customer.
·  Typically assigned higher than average quota.

Complexity

·  May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
·  Accounts may be international or global.
·  Orchestrates the regional pursuit resources for the account.
·  Typically assigned higher than average quota.
·  Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
·  May perform project management role.
·  Coordinates external partners.




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