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DESCRIPTION
As Specialists, responsible for selling specific systems and services to end-user customers in assigned geographic territory, industry or accounts.
Represents the company to the customer and the customer to the company in all sales-oriented activities. The focus of this position is to maintain and grow the base business, focus on complex solutions and new business opportunities in named territory / accounts, and support reseller business. This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique business needs of the client within their industry. This position will tailor strategy and solutions to meet the needs of the customer and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development.
The focus of this position is to acquire new accounts and/or sell new products into existing accounts. Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems/projects of diverse complexity and scope. Exercises independent judgment within generally defined policies and practices to identify and select a solution. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
QUALIFICATIONS
CRITICAL COMPETENCIES TO DRIVE BUSINESS RESULTS:
Business Acquisition & Administration
Aggressively manages new or expanded account business to capitalize on early success
OPPORTUNITY QUALIFICATION
Assesses solution feasibility from a technical and business perspective to determine “qualify-in”/”qualify-out” status
Solution Planning/Formulation
Conceptualizes and articulates well-targeted solutions in area of technical specialty — from proposal to contract sign-off
Deal Advancement & Closing
Negotiates and drives deals to ensure successful closes and high win rates
Client Technical Education/Assistance
Establishes HP’s technical creditability and solution capability within customer’s Information Technology (IT) organization through education & assistance
Pipeline Management
Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities
Prioritizing Accounts/Focusing
Supports sales strategies and activities that effectively and efficiently target HP’s efforts and resources to closeable wins
HP Sales Productivity Tools/Processes
Systematically applies HP sales planning & productivity tools/processes to manage work
Resource Optimization
Applies partner and internal resources effectively and efficiently to advance sales opportunities
HP Sales Initiatives/Goals
Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales activities
Solution Acumen
Demonstrates comfort with IT and/or industry, solution, product, service knowledge — easily integrates/applies these perspectives to solving business needs
Influencing
Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority
How to Apply
Click here and apply online.
