Job Description
INDUSTRY EXPERTISE
1. INDUSTRY KNOWLEDGE AND INNOVATION -- Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
2. COMPELLING BUSINESS CASES – Creates business opportunity for customer that improves the customers business position by leveraging industry knowledge and trends, customer’s long-term strategic vision and HP’s solution to support that vision resulting in an increase in customer share of wallet and HP’s position in the account
3. CLIENT BUSINESS STRATEGY – Cultivates deep understanding of the client’s business model and strategic objectives, and advances consultative business partnering
4. INDUSTRY BUSINESS SOLUTIONS – Understands the scope of HP’s portfolio and why it drives industry innovations
GENERAL BUSINESS MANAGEMENT AND LEADERSHIP
5. ENTREPRENEURIAL ACCOUNT LEADERSHIP -- Seizes opportunities to transform dramatically change customer’s business model that results in greater market opportunity and competitive leap-frogging
6. INTERNAL BUSINESS & PARTNER INFLUENCE – Exercises leadership to manage risk and ensure that corporate and partner resources align with what is required to pursue large deals and robust global account support
7. GLOBAL TEAM LEADERSHIP -- Drives integrated planning and coordinated sales execution effectively at a virtual level to achieve global objectives
8. EXECUTIVE ENGAGEMENT – Develops customer-centric practices, networks and translates communication for the mind of the executive, understanding executives need for summary results and flexing, personal style within the span of account responsibilities to generate customer confidence in HP’s solutions and ensure ease of business
9. EMOTIONAL INTELLIGENCE -- Represents HP with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved
10. INFLUENCE -- Builds compelling arguments (pro/con)that allow others to make decisions based on the evidence/justification presented
11. RESULTS AND PERFORMANCE DRIVEN -- Defines expected results and establishes performance objectives and measures required to achieve those results
12. ACCOUNT PLANNING & EXECUTION -- Translates HP business goals into actionable plans and strategies that reflect the requirements and opportunities within area of control.
13. PROFESSIONAL DEVELOPMENT -- Contributes to HP’s intellectual capital in building the skills and knowledge required to meet or exceed the requirements of a position
TECHNOLOGY BUSINESS ACUMEN
14. OPTIMIZE RETURN ON TECHNOLOGY INVESTMENT -- Understands the implications of the customer’s business strategy for IT and ensures that all proposed solutions address these business results
15. TECHNOLOGY THOUGHT LEADERSHIP AND PORTFOLIO KNOWLEDGE -- Drives innovation and portfolio shaping culled from required change/transformations obtained from the voice of the customer(s)
16. TECHNOLOGY STRATEGY AND ARCHITECTURE -- Provides specific detailed application of HP solution linked to client business strategy and expected technology return
17. OUTSOURCING AND OPERATIONS -- Leverages HP’s service capabilities as an integral component of long-term strategy with amortized return
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