Inside Sales Territory Account Manager

Job description

We are looking for an Inside Sales Territory Account Manager to maximize HP Software revenue potential by continually developing the company’s market exposure and presence in the Danish SMB market.
Key Result Areas:
 
Responsible for generating and closing business over the phone
To respond quickly to all telephone queries and leads
Maximize reach into Non Named Accounts
- mapping these accounts
Ensure individual targets are met
Ensure customer database is kept up to date
Provide weekly sales forecasting reports based on individuals prospect list/ accounts to their Sales Director or Manager
Proactively manage customer base and selected prospect list to maximize revenue potential
Execute promotion drives into selected accounts to win business/ maintain customer loyalty
Identifies and allocates internal and external resources to deliver transactional or solution
 
 
Critical Competencies to Drive Business Results:
 
Must be able to work autonomously
Proven influencing and negotiating skills
Team player
Customer driven
Self starter
Ability to multi-task
Motivational
Commitment
Able to solve complex problems
Creative
Integrated Account Development
Sales Pipeline Management
 
Account Profiling
Gains and extends understanding of customer's business and operations to ensure satisfaction, retention, and increased sales
Integrated Account Development (Hunting & Farming)
Applies hunting and farming sales negotiation and closing techniques as needed to acquire or expand sales
Account Relationship Building
Builds the customer relationships essential for developing business partnerships and driving strategic opportunities
Account Planning
Develops or supports the development of comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress
Sales Pipeline Management
Builds, monitors and manages sales pipelines to ensure continuous population and movement of near
- and long-term opportunities
Margin Management
Builds the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
General requirements
Team player, motivational,  Ability to multi-task, creative, self starter and able to solve complex problems

Desired profile

Education and Experience Required:
 
University or Bachelor's degree preferred.
Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
Detailed knowledge of key customer types or customers on given products.
Typically 3-5 years of experience in specialty sales. 
Knowledge and Skills Required:
 
In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
Solid communication and presentation skills within IT at the manager level.
Product demonstration, customer training, product installation skills. (for product specialty roles)
Conceptualizes and articulates well-targeted solutions in area of specialty
- product, service, solution
-
- from proposal to contract sign-off.
Have enough knowledge about a product, service or solution to be able to qualify a deal.
Negotiation of profitable deals so that HP can expand opportunities based on existing business and increase footprint and revenue.
Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Regular use of Siebel updating deal profile and forecasting accurately.