HP posted a job you might be interested in July 09, 2014 at 10:10AM

HP



Senior Sales Specialist, Networking

Copenhagen Area, Capital Region, Denmark, DK - Information Technology and Services

Our networking business enables customers to ‘Connect their Enterprise’ with a portfolio covering a full lifecycle of needs, from focused transformational consulting to Professional Services, HP networking products as well as product support. As part of the HPN (HP Networking) business we are looking for a person to run and hunt and drive the business on selected customers within the RAD deployment model. This position is critical for the Danish HPN performance and continued growth.

The best candidate for this role is an excellent presenter that can move customers’ perception through personal enthusiasm, customer insight, product knowledge and views on business impact. The person we are looking for is also a true hunter with a must win attitude that sets direction for business development by orchestrating the sales plays at the customer as well as within HP.



Responsibilities

• Develops long term sales pipeline to increase HP's market share in Networking.

• Uses networking and IT-infrastructure expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.

• Includes HP’s Business Partner in sales motion

• Masters a structured sales process with salesforce.com and Solution Selling

• Creates and grows reference customers

• Sells networking solutions and concepts to customers on a partnership basis.

• Establishes a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.

• Maintains and uses overall cross-portfolio knowledge to support account leads with integration of solutions.

• Understands the New Style of IT and connect HPN into that overall picture

• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Scope and impact

• Works on a smaller number of accounts of greater strategic value to HP.

• Spends significant percentage of time directly with customer interfaces with all levels.

• Minimal direct time with customer's technical buyers.

• Highly profiled job in one of HP’s growth areas and with career growth opportunities

Qualifications

Education and experience required

• Bachelor's degree or higher will be preferred.

• Directly related previous work experience with IT infrastructure and networking.

• Prior selling experience includes multiple, diverse set of selling responsibilities.

• Viewed as expert in given field by company and customer.

• Typically > 8 years of related sales experience with excellent results

Knowledge and skills required

• Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.

• Possesses in-depth knowledge of client's business, organizational structure, business processes and financial structure.

• Knows strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.

• Has considerable knowledge of the customer's infrastructure and architecture.

• Demonstrates leadership and initiative in successfully driving sales in own accounts - prospecting, negotiating and closing deals

• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.

• Able to execute strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.

• Can make the team around you perform and want to work with you

• Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.

• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.

• Has a track record of successful partner engagement experience. Works effectively with our partners to drive additional revenue.

• Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition.

• Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions

No salary provided



Posted July 09, 2014 at 10:10AM from LinkedIn http://ift.tt/1oGreb5

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