Territory Account Manager Southern Africa

2 weeks ago

Johannesburg, Gauteng, South Africa Hewlett Packard Full time

About HP|POLY
The Workplace of the Future is here and it is not a place. It's the experience of a seamless convergence of technologies, people and processes wherever your work takes you. It's integrating collaborative technology to drive innovation, hone your competitive edge and enhance performance now and into the future.

Our goal is to unleash the power of collaboration by providing our customers a superior user experience with unified communications technology that's easily integrated into their business with the flexibility they need.

So where to start? We believe the workplace of the future starts with hiring the right people. Are you ready?

Job Overview


Are you a GREAT technology sales professional? HP is hiring a Territory Account Manager to focus on large enterprise and public sector customers in the Southern African region.


At HP|POLY our sales teams work across all disciplines including Engineering, Business Units, Channel Managers, and Partners all in an effort to provide our end customers with the best possible solutions.

Our top producers are hunters, think outside of the box to develop and deliver solutions for customers and are relentless in their pursuit to drive results.

They are able to articulate HP's product and business strategies and have a proven track record of success.

They are trusted advisors on matters relating to HP's product offerings, know how to leverage executive relationships and they can displace the competition.


We are looking for someone to join our team who enjoys spending most of their time engaging with customers at multiple levels, managing partner relationships and closing deals.

Does this sound like you?

We offer great benefits and compensation packages to attract and retain top-notch people. We give back to the community.

What You Will Be Doing (primarily):

  • Develop an execution plan together with the Regional Sales Director and Area VP which addresses maximum account coverage through direct end user interfaces as well as leveraging channels ecosystem.
  • Execute the business plan, with emphasis on developing and maintaining strong business relationships at senior customer levels
  • Develop and implement strategies to drive transactional sales to meet or exceed assigned sales targets
  • Develop and implement strategies to create strategic account wins and competitive win backs resulting in large deal sizes
  • Ensure the company successfully meets agreed revenue, profitability and market share targets across all solution sets
  • Promote and raise the profile of the HP solution offerings, ensuring that the company achieves positive brand equity and captures market/mind share
  • Advise direct management team on matters relating to HP's product offerings and where appropriate, recommend incremental customer needs
  • Develop appropriate financial models, pricing, and gross margins for customer proposals in order to win business and meet company goals
  • Develop a comprehensive customer relations strategy and monitor its effectiveness through regular contact with customers
  • Responsible for accurate forecasting on a weekly, monthly, and quarterly basis
  • Responsible for complete and accurate ongoing maintenance of accounts, forecasts, proposals, and account activity in the company customer relationship management (CRM) tool

What You Should Already Have:

Education/Training

Experience/Knowledge

  • Solid sales experience in IT technology selling.
  • Proven experience in channel management with one tier and twotier distribution.
  • Proven end user sales campaign management abilities. Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, development of an opportunity winning strategy, closing skills, business development, order fulfillment monitoring and ongoing account management.
  • Results oriented with a proven ability to deliver against stretch targets.

Languages

  • English (French and Portuguese are a plus)

Personal

  • Must be willing to travel across Africa.
  • Must be willing to travel outside Africa to attend Meeting or to take additional responsibility in the region.
Preference will be given to members from designated groups, i.e. EE in accordance with the Employment Equity Act. However, this does not suggest that the process of recruitment excludes members from non-designated groups.

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