HP posted a job you might be interested in July 22, 2014 at 04:15AM

HP



ArcSight Sales Engineer, HP Software Enterprise Security Products

Greater Seattle Area, US - Computer & Network Security

•Gathers and assesses customer needs, both business and technical; works with customer IT and LOB management to develop an accurate understanding of business needs and related issues

•Identifies related needs (lead generation, opportunity expansion)

•Identifies customer-wide IT parameters and constraints that impact the solution

•Identifies probable competition and evaluates relative HP strengths

•Architects an appropriate technical solution to meet the customer's requirements

•Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy

•Balances and incorporates the inputs of specialists in the solution design

•Adapts solution design to new requirements

•Anticipates and plans for competitive threats

•Establishes the validity of a solution and its components with both short and long term implications

•Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning

•Builds strong professional relationship with key IT and LOB executives across the Region

•Understands and addresses CxO issues

•Advances opportunities through the use of effective consultative selling techniques

•Builds customer loyalty through being a trusted advisor

•Partners effectively with others in the account to ensure problem resolution and customer satisfaction

•Articulates the details of the team's component roles in a proposed customer solution

•Actively participates with the account team in account and opportunity planning across the Region

•Provides solution advice, proposals, presentations, and other customer communications

•Analyzes and provides support to deals in the pipeline as appropriate

•Transfers knowledge to account team

•Understands the roles and proactively engages other teams and resources within HP and partners

•Identifies overlooked opportunities suggested by technical expertise

•Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

•Contributions have major impact across an HP Region and some BU's, and solid impact on Regional HP business

•Leads the presales direction for assigned account(s) and contributes to the presales direction for the Region

•Breadth of influence goes across multiple organizations within the Business and is sought, valued and used

Qualifications
Education and Experience Required:



•Technical University degree or Bachelor's degree preferred

•Typically 8-12 years experience in technical consultative selling and account management

•Technical and solution experience in IT industry

•Experience in vertical industry preferred

•5-7 years experience in project/program management



Knowledge and Skills Required:



•Demonstrates a broad knowledge of HP's technology & solutions, with deep expertise in area of specialization

•Links HP solutions with data business center needs to create customer business value

•Applies broad understanding of technical innovations & trends to solving customer business problems

•Establishes thought leadership in technical specialty area with customers

•Demonstrated ability to work as the lead for components of large complex projects

•Has a high level understanding of the HP product roadmaps for multiple BU's

•Has demonstrated hands-on level skills with some of the technology

•Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers

•Creates solutions that creatively address customer value chain and business requirements

•Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals

•Appropriately tailors communications to varying levels of customer management

•Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges

•Demonstrates strong communications skills with IT and LOB managers, as well as some C-level executives

•Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP



No salary provided



Posted July 22, 2014 at 04:15AM from LinkedIn http://ift.tt/1u9TGYd

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