Major Accounts Manager - Hospitality UAE

Hewlett-Packard

Job Description:

Job Family Definition:

Hospitality Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned hospitality & entertainment segments. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Will have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a hospitality subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Coordinates, with global and regional hospitality teams to stay updated and informed on standards and executes strategies locally to help drive pipeline, awareness and closure. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
• Maintains knowledge of competitors in account to strategically position the company s products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
• May invest time working with and leveraging external partners to deliver sale.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
• Directs or coordinates supporting sales activities.

Education and Experience:

• University or Bachelor s degree / directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Mandatory Hospitality sales experience of more than 7 years with top global and local operators.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• 5 years of product sales in the desired specialty.

Knowledge and Skills:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor s offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solution or service offerings as well as competitor s offerings.
• Understands how to leverage the company s portfolio and change the playing field on our competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels new applications, maintenance, typical budgets of the CIO s, typical objectives, measures, metrics.

Impact/Scope:

• Works on the company s larger accounts.
• May perform project management role.
• May invest time working external partners.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
• May develop business plan in conjunction with customer.
• Typically assigned higher than average quota.

Complexity:

• May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
• Accounts may be international or global.
• Orchestrates the regional pursuit resources for the account.
• Typically assigned higher than average quota.
• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
• May perform project management role.
• Coordinates external partners.