HP
Sales Specialist, HP BIG DATA
Amsterdam Area, Netherlands, NL - Information Technology and Services
As part of the expanding HP BIG Data journey, the EMEA BIG DATA Sales team is looking to hire a Hunter/Business Development specialist for the Benelux, who can support the existing team, build pipeline, evangelize the BIG DATA platform portfolio and drive HP Big Data conversation across the Benelux region, where HP is not present yet. The BIG DATA platform consists of HP Vertica and HP Autonomy as well as Hortonworks Hadoop.
HP Vertica has revolutionized the relational database industry with a columnar database model that provides speed and efficiency to Big Data analytics. Vertica systems help solve real world Big Data challenges, and help companies monetize this data with unmatched speed and scalability. Vertica’s analytics platform provides organizations with a robust solution for organizing Big Data on a massive scale in real time. It adds sophisticated, real-time business analytics for large and complex sets of data in physical, virtual and cloud environments. This is an analytics-first approach to the data problems of today, that allows companies to realize the potential that this data has to offer.
HP Autonomy, is a global leader in software that processes human information, or unstructured data, including social media, email, video, audio, text and web pages, etc. Autonomy's technology manages and extracts meaning in real time from all forms of information, both unstructured and structured, enabling companies to leverage their data assets. Autonomy's product portfolio helps power companies through enterprise search analytics, business process management and OEM operations. Autonomy also offers information governance areas such as eDiscovery, content management and compliance, as well as marketing solutions that help companies grow revenue, such as web content management, online marketing optimization and rich media management.
Key Responsibilities:
• Seek out new opportunities and expands and enhances existing opportunities to build and manage the BIG DATA platform pipeline in specialty area.
• Maintain knowledge of competitors in account to strategically position HP BIG DATA and platform better.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Contributes to proposal development, negotiations and deal closings.
• Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex BIG DATA in smaller accounts.
• May focus on growing contractual renewals for mid-size accounts with some complexity, to higher-total contract-value renewals.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
• Scope and Impact:
• May coordinate internal & external partners to deliver appropriate solution sale.
• Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
• Assigned average or higher size quota.
• Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
Qualifications
• University or Bachelor's degree preferred.
• Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive BI knowledge required.
• Typically 5-8 years advanced sales experience required.
Knowledge and Skills Required:
• Is considered an expert in knowledge of Big Data products as well as competitor's offerings to be able to sell BIG DATA.
• Understands the BI 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 BI within area of specialization and how HP BIG DATA addresses 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 Vas 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 BIG DATA platform and change the playing field on our competitors.
• Utilizes Sales Force as an expert and accurately forecasts business.
• Understands and sells high value Big Data.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
About HP
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients.
Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you! If you know a friend who may be a fit for the job please refer them.
Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description amended at any time.
As a standard part of our hiring process we conduct candidate screenings including CV, education and criminal checks.
No salary provided
Posted March 26, 2015 at 07:50AM from LinkedIn http://ift.tt/1bwfs0N
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