HP posted a job you might be interested in January 20, 2015 at 10:15AM

HP



Sales Specialist Local Hunting

France, FR - Information Technology and Services

Responsibilities

• Main responsibility is to acquire new business within account where HP has a limited presence today.
  


• Responsible to overachieve Personal System Revenue, Margin and number of open accounts quota.
  


• Responsible for creating and driving computing sales pipeline with main focus on incremental business.
  


• Maintain knowledge of competitors in account to strategically position HP’s computing offering.
  


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


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

Impact/Scope

• Works on HP’s large accounts.
  


• May invest time working with external partners.
  


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


• May develop business plan in conjunction with customers and partners.
  

Complexity

• May lead sales engagements where the field of value specialty is the key to a profitable and successful delivery.
  


• Accounts may be international or global.
  


• Orchestrates the regional pursuit resources for the account.
  


• Typically assigned new business hunting accounts.
  


• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
  


• Coordinates external partners.
  

Qualifications

Education and Experience Required

• University or Bachelor’s degree
  


• Strong new business development sales experience
  


• Direct Sales Experience. Indirect sales experience will be value as well
  


• 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 5-10 years of advanced sales experience.
  

Knowledge and Skills

• Is considered an expert in knowledge of IT ecosystem as well as competitor’s offerings.
  


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


• Understands the role of IT within area of specialization and how HP’s computing solutions differentially address personal systems projects.
  


• Demonstrated strong experience in new businesses development.
  


• Solid financial acumen and ability to manage deals P&L, drive strong growth at the right margin level.
  


• Account planning and accurate account revenue forecasting skills.
  


• Collaborates with management, category, sales operation and sales specialist teams to ensure seamless integration that maximize sales productivity and customer satisfaction.
  


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


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


• Demonstrates leadership and initiative in successfully driving the business in accounts – prospecting, negotiating and closing deals.
  


• Utilizes SFDC as an expert and accurately forecasts business.

No salary provided



Posted January 20, 2015 at 10:15AM from LinkedIn http://ift.tt/1DXdbHs

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