Job Description

You will have to: Build strong professional working C-level relationships with the client. Establish a high level of personal credibility with key client executives. Leverage executive sponsors and other company resources to strengthen relationships and credibility with client influencers and decision-makers. Build and execute an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow presence and share in the account over a 1-3 year time horizon. Build and orchestrate sales pipeline activity. Ensure active nurturing of deals and movement of opportunities to close. Manage a balanced pipeline representing all of the businesses being pursued. Research and understand the client's industry, business strategies and challenges. Demonstrate breadth and depth of knowledge in aligning capabilities to client business and IT priorities, and positioning relative to competitors. Leverage existing engagements and run-rate business to seed and grow new opportunities. Maintain high-level of customer loyalty and builds trust and integrity, as indicated in - conducted surveys and reports. Identify, nurture, and close new solution opportunities that result in substantial growth in HP share, revenues, and margin. Proactively engage executive sponsors to build a strategic relationship and favorably position long-term business opportunities . Engage sales specialists, channel and alliance partners to fully leverage portfolio. Represent the entire portfolio of products and services. Interface with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development We are looking for an individual with: 8-12 years account management experience. Advanced sales negotiation and positioning skills. Strong presentation and communication skills at the business executive level. Demonstrated leadership and ability to conceptualise and articulate well-targeted solutions in the area of technical specialty - from proposal to contract sign-off Ability to demonstrate high service knowledge and professionalism in researching and sharing speciality product and service-related information with account teams and customers. Industry Acumen - deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues. Consultative, solution selling and business development skills at the CXO level to align the client's business needs with solutions. Expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solutions.