HP posted a job you might be interested in December 30, 2014 at 01:05PM

HP



Technology Services Consulting Sales

Moscow, Russian Federation, RU - Information Technology and Services

• Responsible for creating and driving their sales pipeline.


• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.


• Maintain knowledge of competitors in account to strategically position HP's products and services better.


• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.


• Provide support to Account managers and provide input regarding business development and solution expertise.


• Development of quota objectives and future direction for defined product category.


• Some specialists also responsible for selling outsourcing deals.


• Establish a professional, working, and consultative, relationship with the client, up to and 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.


• May invest time working with and leveraging external partners to deliver sale.


• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.


• Directs or coordinates supporting sales activities

Scope and Impact

• Works on HP's larger accounts.


• May perform project management role.


• May invest time working external partners.


• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.


• May develop business plan in conjunction with customer.


• Typically assigned higher than average quota.

Qualifications
Education and Experience Required:

• University or Bachelor's degree


• Directly related previous work experience.


• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.


• Extensive selling experience within industry and on similar products.


• Typically 8-12 years of advanced sales experience.


• Project management skills required.


• 2-3 years of product sales in the desired specialty.

Knowledge and Skills Required:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.


• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.


• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.


• Understands the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities


• Account planning and accurate account revenue forecasting skills.


• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.


• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs


• Excellent project management skills.


• Establishes a professional working relationship, up to the executive level, with the client.


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


• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.


• Deep knowledge of products, solution or service offerings as well as competitor's offerings.


• Understands how to leverage HP's portfolio and change the playing field on our competitors.


• Utilizes Siebel as an expert and accurately forecasts business.


• Understands and sells high value software solutions


• Understands selling of services sales.


• Leverages services as part of strategic product sales.


• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.


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

No salary provided



Posted December 30, 2014 at 01:05PM from LinkedIn https://www.linkedin.com/jobs?viewJob=&jobId=25811228&trk=api*a130653*s139051*

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