Corporate Client Manager II

HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.



This position can be located anywhere in the US.


 


Business Environment

HP dreamed of pioneering e-commerce and m-commerce...and it's happening. We dreamed of intelligent appliance, infrastructure and e-solutions...and it's happening, too.

All it takes is imagination. Lots of it. Which is why our approach is not just to sell boxes.

Our sales organization delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions as well as stand-alone products. And that's how we lead the e-services revolution

The impact of e-services is transforming our customers' business...transforming the experience of their customers...transforming our customers' value...enabling us to become catalysts in creating processes, redefining industry structures and changing the markets in which we operate.

We've built a sales operation with offices throughout the world.  In every one of them is a team of inventive, capable people...committed to serving their customers and with the drive to meet demanding targets.

Job Description

As the key point of contact, you'll be managing the technical and business relationships between HP and the key CTO's, CIO's and executive staff across this large international Media and Entertainment company.  A balance will need to be created between long range strategic opportunities and shorter term fiscal requirements.  In addition, you will help drive HP's digital media strategy across the entire company and help transform current businesses to take advantage of new technologies.  You will be a liaison between HP Labs and the team to evaluate new technologies that can be productive, licensed or partnered with to drive differentiation in the business.  This international team is part of the Communications, Media and Entertainment business unit and at least one Account Manager will report directly to you.

Maintaining the balance between delivering customer delight and meeting commercial goals and profitable growth, you'll develop and implement strategic and tactical account plans, build the "partnering" relationship, and apply utilize a consultative sales process with our clients most senior executives.




Your Profile

Master's (graduate) degree in Electrical Engineering, Computer Science or equivalent technical discipline

Additional degree in business administration (MBA) or relevant experience is a benefit
At least 5 years' high level, direct or indirect sales and account management experience
A self-motivated, go-and-get approach and the will to win
Strong presentation, sales, negotiation and influencing skills
An organized, team approach
Fluent English and local language skills
Knowledge of IT solutions to address key trends within the industry
Analytical problem solving: ability to use systematic approaches, knowledge of tools (Customer Value Interviewing, Portfolio Analysis)
Risk analysis
Scenario planning
Accurate Sales Forecasting (+/-10%), including weighting
Resource planning-using the right partner in the whole value chain
Resource allocation-deciding on new/emerging accounts to pursue
Strong knowledge of HP's products and services
Ability to understand in depth HP's key competitors, anticipate their moves and deploy deal winning tactics
Creativity: Ability to generate unique and novel solutions to meet customer needs
Decisiveness: Ability to make the right decisions quickly on available information and take action
Leadership: Ability to influence or persuade the opinions of others in a desired direction
Timeliness: Ensure deals are on track for timely closure
Risk taking, act as an entrepreneur
Three years of major account experience in developing and selling customer solutions in specific industry
Revenue generation by effectively structuring projects and deals
Develop and review account and sales plans (short-mid-long term)
Remote management-creates strong team interaction despite geographic boundaries
Build strong relationships with senior executives at client firms, industry leaders and partners throughout the value chain