HP posted a job you might be interested in October 02, 2014 at 12:05PM

HP



Client Principal

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

Your role

You understand our customer’s business and identify how we can bring business value with our solutions. You consult new and existing customers and shape opportunities to optimize the value we offer.

Your customers are multinationals or large enterprises /public organizations. Assigned to 10-15 key customers you develop our business deeper and wider in the customer’s organization, as well as open up business at new customers. You lead the sales cycle and align internal/external partners and key resources. You negotiate and close the deal and ensure successful project execution. You are a credible soaring partner for our customer’s IT leaders and LoB managers but have the hands-on attitude to make deals come through.

You work in an international team of Client Principals in the Sub-region and are reporting to the sub-regional Sales or Business Lead. Your customers are based in a specific country or cluster of countries. Your yearly target is about 6 Million USD in profitable orders for which you need one or more deals over a million. Your deals require multi-level selling or complex propositions in a consultative approach. Control over your business is an important metric.

The development of our business requires an additional Client Principal focused on the local market.

Our business

We ensure that every software license that we well successfully delivers value and creates references. This value we bring the IT and LoB leaders of our customers by allocating IT soend and resources based on business priorities, by automating key processes across IT strategy, applications and operations, and by measuring IT effectiveness and efficiency from a business perspective.

We deliver solutions and services quick and consistent based on material developed in our projects worldwide to give our customers confidence and predictable outcomes. We focus on a differentiated portfolio that is easy to sell and is valued by our customers and we are thought leaders in the market place for HP Software. The customer is our North Star, our guide for all that we do. Our leadership attributes are: Always Accountable, Will to Win, Passion for Customers, Highly Capable and Innovative and People & Team Developer.

At HP we don’t just believe in the power of technology, we believe in the power of people when technology works for them. We believe in applying new thinking and ideas to improve the way our customers live and work.

Your qualifications

You are fluent in the local language and English, both written and spoken. A Bachelor or Master degree in a relevant study is required, as well as several years of experience in a sales role in the IT market preferably enterprise software, services or consulting. Many of our peers have had entrepreneurial or management roles before entering this challenging job. You identify yourself in with words like creative, adaptive, empathic, credible, analytical, structured, hands-on, independent, collaborative and persistent.

Our offer

You enter a highly motivated, customer driven and challenging international working environment. Your contribution to the success is transparent and rewarding. When successful there are many opportunities to develop yourself and extend your career within the company. You get a competitive variable salary with the possibility to overachieve.

Qualifications

Sales skills

• Is a credible conversation partner for customer senior management

• Builds new long-term, value based relationships in existing and new customer organizations

• Collects and relates business issues from customer stakeholders

• Sells concepts, solutions, (transformation) programmes and multi-year services contracts

• Executes an account plan systematically and leads virtual teams in the sales cycle

• Has proven skills to close complex deals

Consulting skills

• Builds a client roadmap to value based on collected business issues and stakeholders

• Addresses People, Process, Technology and Management Change in propositions

• Empathizes with customer concerns, handles objections and solicits feedback

• Consults customers based on market, industry and customer intelligence

• Acts as project sponsor and drives governance and stakeholder management

Commercial Skills & Characteristics

• Negotiates complex contracts (project structure, scope, timeline, budget, risk, legal, revenue recognition)

• Forges relationships and alliances to get things done

• Anticipates and overcomes internal and external obstacles

• Is creative, adaptive, empathic, analytical, structured, hands-on, independent, collaborative, persistent

Domain Knowledge & Experience

• Business understanding around IT Operations and Applications

• Good understanding of HP Software’s market and value

• Services and/or consulting background with extensive proved experience in successful B2B sales

• Solution knowledge and impact on customer environment

• Bachelor or Master degree in a relevant study, at least 10 years relevant working experience

No salary provided



Posted October 02, 2014 at 12:05PM from LinkedIn http://ift.tt/1x1Ppnp

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