HP posted a job you might be interested in May 30, 2014 at 12:35AM

HP



Software Services Account Executive

Greater Los Angeles Area, US - Computer Software

• Description



As a SW PS Client Principal, you will bring deep industry and sales expertise to head up the SW PS relationships within our key accounts. Working with the SW and TSG sales teams you will identify, qualify, shape, pursue and ultimately close significant consulting engagements. This expertise will have been gained by successful engagement with major clients.



You will develop the SW PS consultative approach, focus efforts and resources on selected customers, look for economies of scale and develop synergies in the engagement process to provide the right solutions to the customer delivered by the optimum SW PS engagement construct and commercial structure. You will structure account plans, target opportunities in key customers and define actions and align the right resources and tools to engage and pursue them through to closure.



We want to hear from you if you can demonstrate aptitude for and/or evidence of:

• Strong relationships at C-Level (CEO, CFO, CIO, COO) with key-clients;


• Business development (ability to identify/qualify/ manage services led opportunities);


• Business Management (ability to take a business led approach in engagement both internally and externally to define the optimal commercial structure for engagements including partners and HP resources);


• A breakthrough attitude;


• Strong consultative approach (relationship & engagement skills): an ability to break out of conventional seller/ buyer relationship and build relationships that are better suited to long-term partnering and consultative advising;


• Demonstrate relationships based on developing a solid understanding of the client's business and how the HP SW Professional Services offers fit in this picture as total solutions across the HP Software portfolio;


• Selling skills (deal shaping, negotiation, closing): ability to effectively perform key sales tasks essential to winning in the market place;


• Strong level of professional skills;


• Strong entrepreneurial and leadership attitudes;


• Strong ability to lead teams in complex engagement pursuits;


• Good understanding of HP Solutions and their position within the marketplace.

Qualifications

Minimum Qualifications

• Degree level qualification;


• Fluent English, additional European languages a benefit;


• Relevant industry knowledge;


• At least 8 years experience in transformation consulting and management of complex projects.

Qualifications
Education and Experience Required:



First level and Advanced University degree plus 10-15 years directly related experience. Typically 10-15 years experience working in solution selling organization and/or system integration projects based organization. Experience in an Information Technology (IT) services organization in a client facing role with business development as part of the responsibility. Knowledge and experience of Project Management methods. Experience as an Industry Specialist, Solution Architect, Practice Principal. Typically, has managerial experience.



Knowledge and Skills Required:



• High level of vertical industry knowledge in multiple key industry IT domains.

• Able to negotiate deals where HP is not the low-cost provider

• In-depth vertical solution expertise.

• In-depth customer knowledge.

• Information Systems (IS)/IT management expertise.

• Business/financial management expertise.

• Acts as a Strategic Partner, Trusted Advisor.

• Familiarity with project management methodologies

• Leadership skills in directing pursuit and/or delivery teams

• Highly developed consultative approach, solution selling and business development skills

• Can act as an executive sponsor for a project.



No salary provided



Posted May 30, 2014 at 12:35AM from LinkedIn http://ift.tt/1gFxIpQ

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