Enterprise Account Manager (Based in West Java/Sumatra Area)

What an Enterprise Account Manager (West Java & Sumatra Area) does at HP:

• Builds strong professional working relationships with the client, including key IT and business executives.
• Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.
• Researches and understands the clients industry, and develops a core understanding of client business needs and challenges.
• Uses a consultative-selling approach to identify and advance opportunities that result in profitable revenue growth for HP.
• Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
• Advocates for client needs during sales cycle and in addressing any delivery issues.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.

Individuals who do well in this role at HP, usually possess:

• First level university degree or equivalent experience; may have advanced university degree.
• Typically 5-8 years account management experience.
• Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs.
• presence and share in the account.
• Actively drives ABP results through effective account management and reviews.
• Leverages existing relationships and builds new relationships with executives in the business and in IT.
• Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
• Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to HP. Represents the entire HP portfolio of products and services.
• Engages with Solution Opportunity Approval & Review process (SOAR).
• Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
• Participates in/drives Account Team Management.
• Orchestrates all HP resources essential for executing the account business plan, including sponsors.
• Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
• Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
• Effectively engages and leverages executive sponsors.
• Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio and improve win rate of selective deals.
• Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.
• Drives the account internationally/Globally.

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