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Poly Account Manager

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HP

1mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Marketing
  • Melbourne

AI generated summary

  • You need a four-year degree or equivalent experience and 7+ years in account management or related fields, preferably in sales of computers, printers, servers, or storage.
  • You will build relationships in Enterprise accounts, create UC & AV solutions, execute sales strategies, manage pipelines, negotiate contracts, and analyze KPIs to drive revenue growth.

Requirements

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

Responsibilities

  • Builds rapport and lasting relationships within assigned territory of Enterprise accounts, focus on evangelizing Poly portfolio of products across HP’s Enterprise accounts.
  • Has a strong understanding of the Collaboration space and can build UC & AV solutions for customers.
  • Has a broad understanding of Collaboration offerings across multiple platforms (Microsoft, Zoom, Google etc)
  • Conversant in technology and solutions that supports the Hybrid workspace and has meaningful dialogue with customers as it relates to enhancing the Employee experience and Customer experience.
  • Has an acquisition and hunting mindset to ensure we expand our portfolio of products and services.
  • Recent experience winning new logos and proven sales results using Value Proposition selling techniques.
  • Ability to build relationships across the channel partner community and strengthen our combined value proposition.
  • Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
  • Coordinates and owns account plans for strategic Enterprise accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
  • Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable supply chain options.
  • Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
  • Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
  • Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
  • Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.
  • Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
  • Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
  • Ability to drive pipeline best practice and sales excellence.
  • Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

FAQs

What is the primary role of a Poly Account Manager?

The primary role of a Poly Account Manager is to identify customers' unique requirements and implement account planning for growth opportunities, while acting as a subject matter expert for Poly Collaboration Solutions and mentoring junior account managers.

What qualifications are needed for this position?

A four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline is recommended, along with typically 7+ years of work experience in account management or a related field.

What skills are important for a Poly Account Manager?

Important skills include a strong understanding of Collaboration solutions, ability to build and maintain relationships, consultative selling techniques, an acquisition mindset for new business, and the ability to analyze market trends and KPIs.

Who are the primary customers for this role?

The primary customers for this role are Enterprise accounts within the designated territory, specifically focusing on HP's Enterprise accounts.

What platforms should a candidate be familiar with for this position?

A candidate should have a broad understanding of Collaboration offerings across multiple platforms, including Microsoft, Zoom, and Google.

How does this role contribute to revenue growth?

This role contributes to revenue growth by developing and executing sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.

Are there mentoring opportunities within HP for this position?

Yes, the role includes mentoring junior account managers, and HP has a market-leading mentoring program in place.

What is the company culture like at HP Australia?

HP Australia is recognized as an Employer of Choice, promotes a diverse and inclusive culture, and has a supportive team environment with various wellness and flexibility initiatives.

How are sales pipelines managed in this role?

The Poly Account Manager is responsible for managing the sales pipeline, entering and updating opportunities in the pipeline tool, and implementing best practices for pipeline management.

What are the success metrics for this position?

Success metrics for this position include achieving and managing quarterly, half-yearly, and yearly sales quotas, as well as improving win rates on selective deals through strategic engagement with partners.

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HP

Technology
Industry
10,001+
Employees

Mission & Purpose

Our vision is to create a world where innovation drives extraordinary contributions to humanity. This vision guides everything we do, how we do it, and why we do it. Our technology – a product and service portfolio of personal systems, printers, and 3D printing solutions – was created to inspire our vision and we are doing everything in our power across climate action, human rights, and digital equity to make it so. We believe thoughtful ideas can come from anyone, anywhere, at any time. And all it takes is one to change the world.