HP posted a job you might be interested in February 24, 2015 at 10:15AM

HP



Solution Sales Specialist

Singapore, SG - Information Technology and Services

HP is one of the world’s largest and most successful IT companies. We know that our people and values are the most important elements in this success. We invest in your personal growth and development in an environment that will both challenge and reward you.

HP Printing and Personal Systems (PPS) Group is a market leader shipping more than 1 million printer and multifunction devices per week. In order to drive this continued success through our talented workforce, we have an exciting opportunity for a Solution Sales Specialist. Reporting to the Regional Enterprise Solution Sales Manager this role is a subject matter expert in imaging and printing, document capture and workflow solutions.

He/she will partner with the PPS Enterprise Account Managers, MPS (Managed Print Services) Service Consultants/Principles and other MPS pursuit and delivery teams to develop an immediate and long-term solution opportunity pipeline in PPS Enterprise and MPS accounts to increase solution attach rates. Furthermore, the successful individual will lead and drive the identification, qualification and closing of these opportunities.

Responsibilities

• Develop and drive strategic sales initiatives aimed at securing long-term client commitment to HP – including (but not limited to): lead generation, opportunity qualification and analysis; identification of best solution fit to address client needs; management of engagement with ISVs (solution partners); anticipation and planning for competitive threats; identification and outline of potential growth path (implications, scalability) to client IT and Line-of-Business contacts


• Active funnel and opportunity creation, development, and management in horizontal and vertical industry engagements


• Active solution sales support for opportunities created (and pre-qualified) by MPS Pursuit Teams/PPS Enterprise Sales Teams


• Creation of qualitative and quantitative business cases to outline the value of HP’s solution portfolio in the scope of client engagements


• Develop and create opportunity/bid-specific solution scope-of-work (SOW) documents


• Accountable for -


• Opportunity identification, qualification (in close collaboration with the Solution Presales Specialists), and closing


• Sales funnel management and accurate forecasting


• Client engagement (sponsor, influencer, inner circle traction)


• Driving the sales cycle with the client, including solution pricing, quoting, pricing/terms negotiation, closing, and order generation


• Monitoring and managing HP internal “quote-to-cash” processes to ensure quota achievement

Qualifications

Qualifications

• University or Bachelor's degree (Advanced University or MBA preferred)


• Typically 8+ years in software/solution sales and/or services business environment, ideally technology services


• Must have at least 5 years of enterprise/commercial solution business development experience


• Min 5 years of demonstrated achievement of progressively growing quotas


• 3-4 years of knowledge in at least one of the key vertical industries (Financial Services, Healthcare, Manufacturing, Public Sector, etc.)


• Demonstrated the ability to work within large regional/worldwide virtual cross-functional teams


• Have broad experience in engaging/dealing with a diverse set of business clients and their higher level management (C-level, Director+)


• Have a good understanding of HP’s imaging and printing/document capture and workflow software solution portfolio (preferred)


• Viewed as an expert in given field by company and existing clients

Key Competencies

• Strong client relationship management


• Strong consultative sales skills and business value creation techniques


• Strong leadership, strong interpersonal and teamwork skills, good communicator and facilitator


• Self-motivated, flexible, independent and resourceful team player, pro-active, able to work to tight deadlines and high-pressured environment


• Experience in working with and influencing virtual teams


• Analytical and strategic thinker


• Able to balance efficiency with effectiveness


• Possess business acumen, negotiation, presentation and report writing skill


• Possess project management and risk management skills


• Demonstrate “Will to Win” and “Passions for clients”


• Demonstrate high commitment and delivers with integrity, transparency and quality

No salary provided



Posted February 24, 2015 at 10:15AM from LinkedIn http://ift.tt/1AoTiqu

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