Federal Defence - Account Executive

Federal Defence - Account Executive Description - Job Summary This role is responsible for demonstrating extensive industry expertise and providing clients with insights that drive innovative and impactful solutions. The role applies consultative selling techniques to identify and nurture growth opportunities. The role manages customer relationships, margin recovery activities, and sales targets through effective pipeline management. Responsibilities • Owns and coordinates account plans on larger strategic commercial account(s) and focuses on value and/or volume portfolio management and selling a range of the organization’s offerings. • Demonstrates advanced level of subject matter expertise and applies consultative-selling techniques to identify and advance opportunities resulting in profitable revenue growth for the organization. • Engages with customers and internal functions to identify their requirements, aligns them with the organization's capabilities, and selects the appropriate supply chain accordingly. • Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients. • Leads the contract renewal process, emphasizing the value proposition and securing long-term partnerships, and identifies expansion opportunities. • Reviews and designs sales policies and strategies to meet sales targets and objectives for the assigned business segment; achieves and manages quarterly, half-yearly, and annual quota and/or margin. • Collaborates with technical experts and specialists to tailor solutions to clients' specific needs. • Implements margin recovery activities and strategies in full/ownership depending on account coverage. • Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices. • Provides guidance and mentorship to junior account managers, sharing expertise and best practices. 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 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field. Preferred Certifications • Certified Technology Sales Professional (CTSP) Knowledge & Skills • Business Development • Business To Business • Cold Calling • Conflict Resolution • Customer Relationship Management • Inside Sales • Marketing • Merchandising • Outside Sales • Product Knowledge • Sales Development • Sales Management • Sales Process • Sales Prospecting • Sales Territory Management • Salesforce • Selling Techniques • Upselling Cross-Org Skills • Effective Communication • Results Orientation • Learning Agility • Digital Fluency • Customer Centricity Impact & Scope • Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Complexity • Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Disclaimer • This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by m About HP HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. Compensation and Benefits The on-target earnings (OTE) range for this role is $176,000 to $220,000 annually with a 60%/40% (salary/incentive) mix. Pay within this range will be based on the review of experience, skills, and internal equity. As a full time, employee of HP Canada, you will be eligible to participate in the company's group benefit programs, including medical, dental, life insurance, and disability coverage, subject to the terms and conditions of the applicable plans. During your employment term, you will receive 15 paid vacation days per year prorated based on your start date. Detailed information regarding benefits—will be provided upon hire and is subject to the terms and conditions of the applicable plans. Equal Opportunity Employer: HP Canada is an equal opportunity employer. We welcome the many dimensions of diversity. Upon request by qualified candidates, accommodation of special needs may be considered during all stages of the selection process within the framework of the HP Accommodation Policy. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail [email protected]. Note: This option is reserved for applicants needing a reasonable accommodation related to a disability. In order to satisfy our contractual obligations with clients, the successful candidate will be required to pass a basic, standard Criminal Records check. You will also be required to sign off on HP's Confidentiality, Non-Solicitation and Conflict of Interest Agreemen Job - Sales Schedule - Full time Shift - No Shift premium (Canada) Travel - 75% Relocation - No Equal Opportunity Employer (EEO) - HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s). Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence. For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"

The role involves managing strategic commercial accounts, driving profitable revenue growth through consultative selling, and coordinating account plans. It also requires leading contract renewals, managing sales targets, and collaborating with technical experts to tailor solutions for clients.

Candidates should possess a four-year degree in a related discipline and 7-10 years of experience in account management or a related field. Strong expertise in sales processes, pipeline management, and industry-specific product knowledge is required.

• Medical insurance • Dental insurance • Life insurance • Disability coverage • Paid vacation

Identified from the job description. Confirm important requirements above.

• Business development
• Consultative selling
• Account management
• Pipeline management
• Contract renewal
• Upselling
• Cross-selling
• Sales strategy
• Margin recovery
• Customer relationship management
• Salesforce
• Conflict resolution
• Sales prospecting
• Sales territory management
• Product knowledge
• Effective communication
• Inside Sales
• Outside Sales
• Sales Territory Management
• Technology Sales
• Product Knowledge
• Customer Centricity
• Cross-Selling
• Supply Chain
• Sales Prospecting
• Results Orientation
• Learning Agility
• Digital Literacy
• Effective Communication
• Technology Solutions
• IT Infrastructure
• Account Management
• Account Planning
• Business To Business
• Business Development
• Customer Relationship Management
• Business Administration
• Management
• Business Valuation
• Cold Calling
• Confidentiality
• Conflict Resolution
• Consultative Selling
• Equities
• Sales
• Selling Techniques
• Marketing
• Innovation
• Mentorship
• Merchandising

• Sales
• Technology
• Management & Leadership
• Government & Public Sector
• Consulting
• Federal Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

Minimum education

Bachelor’s degree

Minimum experience

5+ years

Posting language

English

Working hours

40 hours per week