**What an Enterprise Account Manager - Personal Systems does at HP**:- Builds strong professional working relationships with the client, including key IT and business executives.- Uses a consultative-selling approach to identify and advance 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.- 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.- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs.- presence and share in the account.- 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.- Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to HP. Represents the entire HP portfolio of products and services.- Engages partners effectively to improve win rates and delivery of selected deals.- Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.- Participates in/drives Account Team Management.- Orchestrates all HP resources essential for executing the account business plan, including sponsors.- 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.- Effectively engages and leverages executive sponsors.- Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio and improve win rate of selective deals.- Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.- Drives the account internationally/Globally.**Individuals who do well in this role at HP, usually possess**:- Typically 5-8 years account management experience.- Leverages existing relationships and builds new relationships with executives in the business and in IT.- Negotiates at the business manager and IT executive level.- Focuses on IT business challenges and some business unit challenges to position himself/herself as a trusted advisor to IT on both internal IT and issues outside of IT where IT impacts business processes.- Submits timely and accurate forecasts and continually coaches team to do same.- Knowledge of basic financial- selling concepts in support of business cases for HP solutions.- Resources and leads successful dedicated global virtual teams.- Demonstrates strong presentation and communication skills at the business manager level.- Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.Sustainable impact is HP's commitment to create positive, lasting change for the planet, its people, and our communities. This serves as a guiding principle for delivering on our corporate vision - to create technology that makes life better for everyone, everywhere.HP is a Human Capital Partner - we commit to human capital development and adopting progressive workplace practices in Singapore.Li-Post
