北京招聘

Job Summary:
Responsible for Solution/Services Adoption and Client Management including Annual Recurring Revenue/Profit Management, Growth, On-going Services Delivery Management with high customer health, low churn rate and high renewal rate. Responsible for managing overall service quality and customer relationship management resources, including manpower, internal assets and external vendors.


Key responsibilities:
Partner with the Transition Team to drive success through initial onboarding, adoption and find value added to the customer.
Performing a Strategic Account Planning and identifying, forecasting and mitigating risks
Understand HP Products, their features, functions and solutions and understand how they can be used to solve problems and create solutions for your customers
P&L Management: Secure the revenue and margin as well as the contract commitments, identify and nurture expansion opportunities (Up-sell and Cross-sell), improve tools and processes for faster turn-around
Track customer KPI's (SoW, Up-Sell / Cross-Sell…) and adoption to proactively work with customers on expansion, churn prevention and renewals.
Maximize renewal rates by partnering with Pursuit to lead the contract renewal process with a focus on value-based outcome of HP products and solutions.
Knowledge of outcome-based Sales model.
Consult with client stakeholders to understand their business strategies and goals, as well as their objectives, to align with HP solutions and deliver against the agreed success criteria.
Become a trusted advisor to customer stakeholders at C-level
Lead regular strategic business reviews to communicate progress against agreed success plans, address and mitigate risks and present innovation solutions.


Knowledge & Skills:
Experience in Identifying and addressing customer business needs and issues in the technology space desired.
Experience in Proactive Account Management and service delivery desired.
Experience in Account Management using Consultative selling or issue resolution skills desired.
Experience in Strategic and long-term account planning skills desired.
At least 2 Certification in IT environment management (ITIL, COBIT, TOGAF, Lean IT, or similar industry stand certification).
Experience in both content and application of typical technology services portfolios to address customer needs desired.
Experience in identifying and effectively address customer business needs beyond the scope of their specific role.
Knowledge of MS Dynamics systems, tools and processes or equivalent.


Scope and Impact:
Multiple Accounts or very large single accounts – local/global.
Responsible for Supporting Pre-Sales, Drive Adoption, Increase Utilization.
P&L Management, Up-sell and Cross-sell PAN HP Offerings, Manage Customer Health, Supports Renewals.


Complexity:
Multi Country client management in the same region, Medium complexity of Customer portfolio in the industry, Customers are typically multi-million dollar companies.
Mid to High complex portfolio of solutions.


Education and Experience:
Bachelor's degree [BA or BS] or equivalent
MBA or Equivalent Preferred
8-10 years’ experience in account leadership roles such as Sales, Pursuit and Delivery or Business Management or 2 to 3 years’ experience in Customer Success Role
Experience working in a matrixed environment
Experience working in an IT industry and a vertical industry preferred
P&L, Sales and Business Management required

惠普公司（HP Inc.）致力于创新技术缔造美好生活。通过我们的打印机、个人电脑、移动设备、解决方案和服务，惠普创造的科技新体验，妙不可言。有关惠普公司（纽交所交易代码：HPQ）的更多信息，请访问 *****************
如果您想加入到惠普大家庭，请您关注公众号“惠普官方招聘“惠普招聘团队为您准备了实时更新的职位信息、惠普员工故事分享、职场tips、惠普福利大揭秘、最新的行业信息，还有互动活动大礼等着你。我们在这里等着您 ！