Hewlett-Packard posted a job you might be interested in February 11, 2015 at 02:08AM

Hewlett-Packard



Outside Sales – HP Security Software

Hartford, Connecticut Area, US - Information Technology and Services

Description

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


• Use specialty 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.


• Provide support to the Account managers. Set direction for business development and solution replication.


• Creates and grows reference customers


• Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.


• Services specialists may also be responsible for selling small outsourcing deals.


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


• Establish 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.


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


• Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities


• 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 (long term) value to HP.


• Significant percentage of time spent directly with customer interfaces with all levels.


• Minimal direct time with customer's technical buyers.


• Typically assigned higher than average quota.

No salary provided



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