Job Summary
• This role is responsible for strategically managing enterprise accounts, ensuring the organization's offerings align with client objectives, and fostering professional development within the team. The role supports the implementation of strategic account plans, sets performance expectations, and reviews progress. The role manages sales pipeline activities, builds strong client relationships, fosters collaboration between teams, and enhances team efficiency.
Responsibilities
• Develops and communicates the overall strategy for the enterprise accounts team, ensuring alignment with company objectives and long-term goals.
• Assists in crafting and executing strategic account plans, providing insights, guidance, and help in navigating complex account dynamics.
• Supports in setting performance expectations, goals, and targets for individual account managers, regularly reviewing progress and providing constructive feedback for improvement.
• Demonstrates a deep understanding of the client’s industry and maps the organization’s capabilities that align with client business objectives.
• Builds and monitors sales pipeline activities; leverages existing engagements for cross-sell, upsell, and growth opportunities.
• Facilitates communication and collaboration between account managers and other internal teams (marketing, product, etc.) to optimize the value delivered to clients.
• Establishes strong professional relationships with clients focusing on business management challenges and strategies.
• Manages initiatives to improve team processes, account management methodologies, and overall efficiency, adapting strategies based on feedback and results.
• Manages key partner relationships to strengthen overall solution capabilities and drive greater client value.
• Identifies potential risks within the accounts managed by the team and collaborates on strategies to mitigate those risks.
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 job-related experience or 5-7 years of management experience, preferably in customer relationship management, account management, or a related field.
Preferred Certifications
NA
Knowledge & Skills
• Account Management
• Business Development
• Business Planning
• Business To Business
• Cross-Selling
• Customer Relationship Management
• Finance
• Market Share
• Marketing
• Merchandising
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Salesforce
• Selling Techniques
• Upselling
• Value Propositions
Cross-Org Skills
• Customer Centricity
• Prioritization
• Resilience
• Team Management
• Strategic Thinking
Impact & Scope
• Impacts function and leads projects requiring understanding of multiple disciplines or areas of HP.
Complexity
• Uses managerial concepts and company objectives to resolve issues in creative and effective ways.
Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.