Account Executive

Account Executive

Description -

The Account Executive is the primary account owner focused on driving portfolio-wide outcomes and acting as the “account lead” with a segment tailored account set. Responsible for owning the end-to-end account strategy and driving outcome-based propositions for enterprise accounts. This role involves coordinating the right internal resources to grow the account and ensuring the successful execution of account strategies.

You will be accountable for proactive account planning and leading the quarterly planning update with full pod and driving the execution of end-to-end account strategy with emphasis on outcome-based sales​.

You will elevate and lead relationships at C-level and other key Business and IT executives across full portfolio. To build and sustain strong long-term relationship by becoming a key IT / Employee experience transformation partner.

You will host customer welcome meetings for smooth handoffs to delivery teams and ongoing contribution to successful adoption of services and solutions.
 

Key Responsibilities

• Own and execute the end-to-end account strategy.

• Expand share-of-wallet (SoW) in Retain and Development Accounts – I manage account level profitability, drive growth with portfolio wide focus and overall customer experience. 

• Drive sales in Personal Systems and Managed Device Services and expand services within the account.

• Maintain and execute comprehensive account strategies.

• Identify & Connect customer strategy, key initiatives & HP offering to build outcome-based sales and substantiating business case aligned to customer key initiatives

• Engage with executives and build strong customer relationships.

• Manage pipeline growth and ensure customer retention.

• Coordinate with various internal departments to align resources with client needs.

 Education & Experience Recommended:

·       Bachelor's or Master degree in Business

·       Proven experience in strategic account management and sales.

·       Demonstrated success in building and sustaining C-level relationships.

·       Strong organizational and program management skills.

·       Experience in direct selling, pipeline management, and end-to-end profit & loss management

·       10+ years industry sales experience – preferably in Computing, Collaboration & Printing

·       Experience leading account teams on local and global scales

·       Strong expertise in transactional business, complemented by solid contract management knowledge.

·       Experience in german partner ecosystems – established partner relationship network

·       Proven leadership experience in direct management of sales teams

·       Strong financial acumen with the ability to manage accounts and drive positive margin contribution

·       Proven experience engaging with customers and internal stakeholders at the management level

·       Experience in contractual business, contract negotiations und deep understanding of services business

Knowledge & Skills: 

• Strategic account leadership and the ability to act as the "account lead."

• Strong collaboration skills and the ability to lead cross-functional teams.

• Expertise in outcome-based selling and crafting value propositions.

• Proficiency in digital and remote selling.

• Ability to manage complexity and drive portfolio-based outcomes.

• Knowledge in P&L management.

• Strong business acumen & executive presence​

• Strong understanding of a modern IT (services) ecosystem. Deep expertise in HPs Outcome Based Sales value prop. & offerings

• Ability to develop strong relationships with influencers/decisions makers​

• To navigate complex organizations to find expansion opportunities ​

• To lead meetings with high variety of senior-level stakeholders​

• To leverage customer, industry, product and service knowledge to develop long-term growth strategies​

• Culture of proactive business development, collaboration, accountability and follow-through with strong negotiation and deal closing skills ​

• Experience leading account teams on local and global scales

#LI-POST

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Germany)

Travel -

100%

Relocation -

No

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"