LOCATION: Remote in Los Angeles and Orange County.
This role is responsible for identifying customers’ unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert, applies consultative selling techniques, and mentors junior account managers.
Responsibilities
• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
• Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
• Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.
• Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
• Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
• Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
• Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.
• Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
• Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
• Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.
Your day to day
We are looking for someone to join our team who enjoys spending most of their time engaging with customers at multiple levels, managing partner relationships and closing deals. Does this sound like you?
- Develop an Execution Plan together with the Regional Sales Director and Area VP to addresses vertical and horizontal growth initiatives for assigned territory.
- Create and implement strategies to drive sales to meet or exceed assigned sales targets
- Develop and implement strategies to create strategic account wins and competitive win backs resulting in large deal sizes
- Promote and raise the profile of the Poly solution offerings, ensuring that the company achieves positive brand equity and captures market/mind share
- Advise direct management team on matters relating to HP/Poly’s product offerings and where appropriate, recommend incremental customer needs
- Develop appropriate financial models, pricing, and gross margins for customer proposals in order to win business and meet company goals
- Build comprehensive customer relations strategy and monitor its effectiveness through regular contact with customers
- Responsible for accurate forecasting on a weekly, monthly, and quarterly basis
- Responsible for complete and accurate on-going maintenance of accounts, forecasts, proposals, and account activity in the company customer relationship management (CRM) tool
- Develop a comprehensive customer relations strategy and monitor its effectiveness through regular contact with customers.
- Application focused interface with Public-Sector Accounts at the Programmatic Level to leverage vertical expertise
What you bring to the team
- Highly Driven, Strategic, Energetic, Organizational, Tenured problem-solving skills and the ability to translate technical solutions into opportunistic customer requirements.
- Understanding of applications and user requirements within Vertical Account markets.
- Track record of successful sales campaigns culminating in $200K – $1M transactions
- Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding quarterly quotas and growing territory
- Exceptional selling skills; able to manage the people side of the business, effectively use internal/external resources and accomplish assigned targets
- Solutions/Consultative Sales background in a Networking, IP, Audio/Video or Unified Communications environments.
- Understanding of Public Sector Contracts and Purchasing Vehicles.
Education & Experience Recommended
• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.
HP offers a comprehensive benefits package, including:
- Dental insurance
- Disability insurance
- Employee assistance program
- Flexible schedule
- Flexible spending account
- Health insurance
- Life insurance
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The typical base pay range for this role across the U.S. is $114,750 - $176,730 annually with additional opportunities for pay in the form of bonus and/or equity. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
