Federal Account Manager

This role is responsible for identifying Federal customers’ unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert for HP/Poly products and services, applies consultative selling techniques, and mentors junior account managers. As a member of HP Federal, the successful candidate must be a US citizen.

Responsibilities

1. Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
2. Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
3. Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.
4. Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
5. Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
6. Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
7. Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.
8. Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
9. Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
10. Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

Education & Experience Recommended

1. Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
2. Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.

Preferred Certifications

1. Certified Technology Sales Professional (CTSP)

Knowledge & Skills

1. Business Development
2. Business To Business
3. Cash Handling
4. Cash Register
5. Cold Calling
6. Conflict Resolution
7. Customer Relationship Management
8. Inside Sales
9. Marketing
10. Merchandising
11. Outside Sales
12. Product Knowledge
13. Sales Development
14. Sales Management
15. Sales Process
16. Sales Prospecting
17. Sales Territory Management
18. Salesforce
19. Selling Techniques
20. Upselling

Cross-Org Skills

1. Effective Communication
2. Results Orientation
3. Learning Agility
4. Digital Fluency
5. Customer Centricity

Impact & Scope

Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity

Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

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.