RECRUITING, HP NIGERIA
ENT ACCT MANAGER IV, SYSTEMS-462473DESCRIPTIONClient/Account RelationshipBuilds strong professional working C-level relationships with the client. Establishes a high level of personal credibility with key client executives.Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.Researches and understands the client's industry. Deeply understands client business strategies and challenges.Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle. Advances 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.Leverages existing engagements and run-rate business to seed and grow new opportunities.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.Business ManagementBuilds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account over a 1-3 year time horizon.Actively drives ABP results through effective account management and reviews.Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. Manages a balanced pipeline representing all of the businesses being pursued.Engages in the Relationship Assessment Program (RAP) where possible. Implements TCE initiatives that improve the customer loyalty index.Identifies, nurtures, and closes new solution opportunities that result in substantial growth in HP share, revenues, and margin. Represents the entire HP portfolio of products and services.Facilitates/engages with Solution Opportunity Approval & Review process (SOAR)Proactively protects HP's position and claims HP leadership positions in strategic and emerging solution areas.Engages partners effectively to improve win rates and delivery of selected deals.Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniquesParticipates in/drives account Team ManagementOrchestrates all HP resources and sponsorship essential for executing the account business plan.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.Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for HP.Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio. Proactively engages partners to define and pursue joint growth opportunities with the account.Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.Drives the account internationally/GloballySCOPE AND IMPACTTypically manages 1 to many accountsTypically qualifies and closes large deals of moderate to high complexity and cross-GBU scope.Works with all levels of decision-makers in the client organizationParticipates in account investment decisions in pricing and resources.QUALIFICATIONSEDUCATION AND EXPERIENCE REQUIRED:University or Bachelor's Degree; advanced degree or MBA desiredExperience in IT industryExperience in vertical industry preferredTypically 8-12 years account management experienceKnowledge and Skills Required:Account/Business DevelopmentUses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.Builds strong CXO level relationships, especially working with executives in lines of business.Negotiates at the CXO level.Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutionsFocuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.Submits timely and accurate forecasts and continually coaches team to do same.Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.Demonstrates strong presentation and communication skills at the executive level.Manages end-to-end sales processes in large dealsAdheres to SBC and HP's code of ethicsIndustry AcumenDeep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issuesKeeps abreast of trends and lead discussions with IT on strategic directions and linking discussionsPortfolio KnowledgeStrong knowledge of HP's breadth of solutions and engages specialist resources as needed.Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.Specialty KnowledgeIs considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.Demonstrates a successful ability to leverage Hp's portfolio of products and services to change the playing field against our competition.Expert in the sale of IT services and outsourcingJOB - SALESPRIMARY LOCATION - NIGERIA-LAGOSSCHEDULE - FULL-TIMEJOB TYPE - EXPERIENCEDSHIFT - DAY JOBTRAVEL - YES, 75% OF THE TIMESEARCH AND APPLYWEBSITE: https://hp.taleo.net/careersection/2/jobsearch.ftlSEARCH LOCATION: NIGERIA

HP NIGERIA EXISTING JOB
PARTNER SLS REP IV (PS/CP)-467131DESCRIPTIONResponsible for selling company, systems and services through indirect sales channels such as: Value Added Reseller (VAR), Original equipment Manufacturer (OEM), System Integrators, Distributors, Dealers,Alliances, Partners, Aggregators, Mass Merchandisers, or Retail. Represents the company to the Reseller/Channel and the Reseller/Channel to the company in all sales orientedactivities, including marketing, advertising, sales, promotions, training, etc.This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understandingof the unique business needs of the client within their area of specialty. This family of jobs will tailor strategy and solutions to meet the needs of the customer and interfacewith both internal and external/industry experts to anticipate customer needs and facilitate solution development.Applies advanced subject matter knowledge to complex business issues, and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. May provide mentoring and guidance to lower level employees. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients.QUALIFICATIONSCRITICAL COMPETENCIES TO DRIVE BUSINESS RESULTS:Partner Business PlanningCollaborates closely with partners to develop robust business plans that optimally position HP offers in existing accounts, identify new pursuit opportunities, and contribute to accurate forecasts for Solutions Partners Organization (SPO)BU Initiative DevelopmentDevelops and drives Business Unit go-to-market strategies with partners to ensure optimum fit with partner's capabilities, solid Return on Investment (ROI) on marketing investments, and mutually beneficial winsPartner Opportunity QualificationAssesses solution feasibility from a technical and business perspective to assist partner in determining "qualify-in"/"qualify-out" statusSolution Planning/FormulationConceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-offPartner Education/Knowledge TransferEducates partners in area of specialization to increase their technical appreciation of product/service/solution benefits and requirementsSPO Organization & Indirect Sales OperationsUnderstands what the SPO organization is about, how it functions, and the key initiatives supporting partners & effective partneringSPO Systems/Tools/MethodsApplies SPO planning & productivity tools/processes to manage workPartner Business IntelligenceAccesses and uses partner information to effectively align the business interests of HP and the partnerPartner SatisfactionCultivates and maintains positive relationships with partner to ensure retention and growth of business relationship, and position HP as the preferred partner for meeting the full range of customer's business needsInfluencingDemonstrates the ability to lead, manage or enlist the support of others in the absence of formal authorityPriority Setting/Time ManagementDemonstrates time management sensibilities when scheduling, allocating and prioritizing commitmentsConflict ManagementHarnesses conflict creatively as an opportunity to better understand and/or improve a situation or relationship, and effectively resolves outstanding issuesJOB - SALESPRIMARY LOCATION - KENYA-NAIROBIOTHER LOCATIONS - UNITED ARAB EMIRATES-DUBAI, NIGERIA-LAGOSSCHEDULE - FULL-TIMEJOB TYPE - EXPERIENCEDSHIFT - DAY JOBTRAVEL - YES, 75% OF THE TIMESEARCH AND APPLYWEBSITE: https://hp.taleo.net/careersection/2/jobsearch.ftlSEARCH LOCATION: NIGERIA