Job Description
You will have 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 company resources to strengthen relationships 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 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 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 - 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 .
- Engage sales specialists, channel and alliance partners to fully leverage portfolio.
- Represent the entire portfolio of products and services.
- Interface with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development
We are looking for an individual with:
- 8-12 years account management experience.
- Advanced sales negotiation and positioning skills.
- Strong presentation and communication skills at the business executive level.
- Demonstrated leadership and ability to conceptualise and articulate well-targeted solutions in the area of technical specialty – from proposal to contract sign-off
- Ability to demonstrate high service knowledge and professionalism in researching and sharing speciality 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 solutions.
- Expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solutions.
