HP posted a job you might be interested in June 29, 2014 at 03:00PM

HP



Enterprise Sales Specialist

Israel, IL - Computer Hardware

• Coordinates/Owns account plans for commercial accounts in the account planning process.


• Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.


• Uses specialty to leverage existing opportunities in account.


• Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.


• Analyzes win/loss rates and drive recommendation to improve ratios


• Works with and leverages external partners to deliver solution sale.


• Refers HP volume products and certain value products to other specialists or partners as needed.


• Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.


• Responsible for achieving/managing quota based on regional guidelines


• Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices.


• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.


• Acts as a first interface for owned accounts in collaboration with members of global business teams.


• May Train/Coach and lead Inside account reps/Inside Sales


• Contributes to or designs sales policy and strategy for assigned business segment.


• Account size ranges; may work in a small-medium, enterprise or corporate segment; varied sales cycle.

Qualifications
Education and Experience Required:

• University or Bachelor's degree preferred.


• Detailed knowledge of key customer types or customers on given products.


• Typically 3-5 years of experience as referenced above.


• Account management experience required


• Experience in product specialty (computers, printers, servers, storage)


• Possible experience in industry.


• Inside Account experience of large commercial of large complexity.

Knowledge and Skills Required:

• Solid IT acumen and how to align with specific HP services or product lines.


• Partner organization intelligence aligned with partner management skills.


• Assess solution feasibility from a technical and business perspective to determine qualify-in/quality-out status.


• Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.


• Negotiation skills and ability to frame the value proposition for the customer.


• Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account.


• Ability to understand the customer's business issues and translate to HP solutions.


• Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads.


• Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.


• Competitive selling skills.

No salary provided



Posted June 29, 2014 at 03:00PM from LinkedIn http://ift.tt/1wZEZoM

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