End User Account Manager - Public Sector Zona Norte

End User Account Manager - Public Sector Zona Norte

Description -

This role is responsible for driving business growth and developing strategic, long-term relationships with Public Sector customers across Zona Norte, covering regional and local government organisations and other public entities. Using deep knowledge of HP’s portfolio and of the public-sector environment, the Account Manager designs tailored solutions that address the technology, digital transformation and operational priorities of public administrations.

The role develops and executes territory and account strategies, manages complex and long sales cycles shaped by public procurement processes, and coordinates internal teams and channel partners to deliver solutions aligned with customer priorities. The Account Manager is accountable for revenue growth, pipeline development and customer satisfaction in the territory.

Territory & Customers

• Territory: Zona Norte – Public Sector accounts in the northern regions of Spain (e.g., Galicia, Asturias, Cantabria, País Vasco, Navarra, La Rioja and Castilla y León).
• Customers: regional governments, provincial and county councils, city councils, public healthcare services, public universities and education departments, public companies and other public-sector bodies.
• Route to market: direct and indirect engagement, working closely with HP channel partners and integrators active in the region.

Responsibilities

• Develops and executes territory and account plans for Zona Norte, identifying, qualifying and prioritising new opportunities across public administrations.
• Demonstrates a deep understanding of HP’s portfolio (personal systems, print and services) and of the public-sector market to effectively position the offerings and articulate their value to public customers.
• Builds trusted relationships with key stakeholders, including IT directors, CIOs, technical teams, procurement and contracting units and political/administrative decision makers.
• Engages with customers to understand their needs and challenges and provides tailored solutions aligned with their digital transformation, security, sustainability and budget goals.
• Monitors and anticipates public tenders, framework agreements and centralised purchasing opportunities; coordinates with bid desk, pricing, legal and partners to prepare compliant and competitive offers.
• Manages complex, long-term sales cycles, from early engagement and influence on technical requirements through tender submission, award and delivery.
• Prepares and delivers sales presentations and product demonstrations to public-sector customers, showcasing the features and benefits of HP solutions.
• Identifies and nurtures upselling, cross-selling and growth opportunities within existing accounts, with a focus on print transformation, services and higher total contract value (TCV).
• Drives contract renewals and extensions for mid-to-large public accounts.
• Works closely with channel partners and integrators in the region to develop joint account strategies and maximise coverage.
• Collaborates with cross-functional teams, including presales, marketing, finance, legal and customer support, to ensure seamless customer experiences.
• Maintains accurate pipeline and forecast information in CRM and monitors KPIs such as revenue, conversion rates, pipeline coverage and market share.
• Shares expertise and best practices with new team members, supporting their development.
• Stays up to date with public-sector trends, regulatory changes, funding programmes and tender calendars in the territory.

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 in technical selling, consultative selling or account management, preferably in the IT sector with Public Sector customers.
• Proven experience with public procurement and tender processes in Spain.
• Knowledge of the public administration ecosystem and key stakeholders in the northern regions of Spain is highly valued.
• Fluent Spanish and professional English; knowledge of regional languages (e.g., Galician or Basque) is a plus.
• Based in the Zona Norte territory, with availability to travel regularly within the region.

Preferred Certifications

NA

Knowledge & Skills

• Public Sector Sales
• Public Procurement & Tender Management
• Business Development
• Business To Government (B2G) / Business To Business
• Customer Relationship Management
• Enterprise Sales
• Solution Selling
• Value Propositions
• Presales
• Product Demonstration
• Product Knowledge
• Technical Sales
• Channel & Partner Management
• Sales Process
• Sales Prospecting
• Pipeline & Forecast Management
• Negotiation

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope

• Impacts the Public Sector business in Zona Norte and leads and/or provides expertise to functional project teams; may participate in cross-functional initiatives

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Spain)

Travel -

25%

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"