#LI-Post

Job Summary
• This role is responsible for setting the strategic direction for the named enterprise accounts in MNC & New GCC patch and demonstrating a deep understanding of the client’s industry to navigate challenges and complex dynamics. The role participates in high-level client interactions, optimizing revenue through sales pipeline management, and mitigating risks. The role allocates resources, mentors account managers, and leads process improvements for increased efficiency.

Responsibilities
• Oversees the development and execution of strategic account plans, ensuring they align with the client’s business objectives and drive mutual success.
• Develops the overarching strategy for managing enterprise accounts, ensuring alignment with company goals and objectives.
• Participates in high-level client meetings and negotiations when necessary, utilizing seniority and expertise to drive successful outcomes.
• Monitors and guides sales pipeline activities, identifying cross-selling, upselling, and growth opportunities within existing client engagements to maximize revenue.
• Sets and communicates performance expectations, targets, and goals for individual account managers, conducting regular performance reviews and providing constructive feedback for improvement.
• Identifies potential risks within the accounts managed by the team and collaborates on strategies to mitigate those risks.
• Allocates accounts and resources among account managers effectively to achieve team goals.
• Mentors and supports the professional growth of account managers, providing guidance, coaching, and opportunities for skill development.
• Leads initiatives to improve team processes, account management methodologies, and overall efficiency, adapting strategies based on feedback and outcomes.
• Identifies opportunities for strategic partnerships and collaborations that can enhance the value proposition for clients.

Education & Experience Recommended
• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 10+ years of job-related experience or 8-10 years of management experience, preferably in customer relationship management, account management, or a related field.

Preferred Certifications
NA

Knowledge & Skills
• Account Management
• Business Development
• Business Planning
• Business To Business Cross-Selling
• Customer Relationship Management
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Selling Techniques
• Upselling
• Value Propositions

Cross-Org Skills
• Customer Centricity
• Prioritization
• Resilience
• Team Management
• Strategic Thinking

Impact & Scope
• Impacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP.

Complexity
• Uses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways. May achieve goals through subordinate supervisors.