Federal - Inside Account Manager - #247931

Job Summary

The Inside Sales Representative drives complex, multi-product/service sales, focusing on integrated solutions and emerging market trends. They lead new market penetration campaigns, train and coach other reps, and partner with the Sales Team to develop account strategies. Responsibilities include managing sales activities, analyzing client industry research, building relationships with key executives, and executing campaign follow-up. The role involves orchestrating resources for effective business execution, engaging partners to improve win rates, and closing new opportunities to generate substantial revenue and margins for HP.

Responsibilities

• Multi-product/service, complex sales, typically sells integrated solutions.
• Directs and coordinates supporting activities.
• Identifies emerging market trends and opportunities.
• Trains, coaches and leads other Inside Sales Reps., both Outbound and Inbound.
• Leads new market penetration campaigns.
• Significant input to development of quota objectives and future direction within territory, area, and/or accounts.
  
  

Interfaces with highly diverse set of functions and buyers at all levels within customer organization - including highest levels of

Executive.

• Partner with Sales Team to develop and execute account through the management and coordination of sales activities.
• Aggressively reviews account activities in pursuit of new business or up- selling opportunities.
• Responsible for pipeline and forecast responsibility in accordance with sales center business process.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Builds strong professional relationships with key IT and business executives
  
  

Demonstrates breadth and depth of knowledge to position and map HP capabilities that align to client business objectives and

initiatives.

• Execute campaign follow- up and lead management.
  
  

Orchestrates the resources and sponsorship essential for executing business effectively. ' Drives integrated planning and

coordinated sales execution.

• As dictated by the selling model, engages partners effectively to improve win rates on selective deals.
  
  

Nurtures and closes new opportunities that result in substantial incremental orders, revenue and margins to HP, representing

the entire HP portfolio of products and services.

Education & Experience Recommended

• Bachelor's degree preferred or equivalent experience.
• 6 years of selling experience preferable in IT industry
• Additional, specialized knowledge-breadth/depth.
• Expert in discipline offerings; technical ability to develop a total sales engagement.
• Multiple years over quota performance with progressively more difficult assignments.
• Viewed as an expert in company; sought out by other sales reps and/or managers for input.
• Military experience is a plus
  
  

Knowledge & Skills

• Complex negotiation and selling skills with multiple products and service solutions.
• Project management skills in directing or coordinating selling sales support activities on complex sales.
  
  

Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new

opportunities.

• Understands the client procurement processes and knows key decision criteria for winning new and or maintaining existing business.
• Displays ability to clearly articulate HP value propositions and solution discussions with customer.
• Demonstrates ability to take on more complex accounts and direct and global engagements.
• Exhibits thorough knowledge of HP portfolio, observed via customer interaction, test scores, and limited reliance on technical support, Pre-sales or internal resources to discuss products or solutions with customers.
• Consistently meets or exceeds metrics related to forecast management, open pipeline opportunities, and closed won revenue set by segment management.
• High level of communication skills at the business manager and IT executive level.
• Demonstrates strong presentation and communication skills.
• Solid knowledge of HP's breadth of solutions
• Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
• Ability to mentor peers
  
  

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
  
  

Complexity

• Works on assignments that are complex in nature and require initiative and technical/specialized knowledge to resolve problems and/or develop recommended solutions.
  
  

Disclaimer

• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
  
  

This role is hybrid and requires 3 days per week in office.

The on-target earnings (OTE) range for this role is $67,450 to $94,400 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 insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional 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.