Consulting Services Executive, (Seattle, WA)
HP 4,575 reviews - Seattle, WA

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Consulting Services Executive, (Seattle, WA) - 1055653 Description
      • 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.

      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.

      Job - Sales
      Primary Location - United States-Washington-Seattle
      Other Locations - California-San Mateo-California - San Mateo, California-Sacramento-California - Sacramento, California-San Francisco-California - San Francisco
      Schedule - Full-time
      Job Type - Experienced
      Shift - Day Job
      Travel - Yes, 50 % of the Time

      About this company
      4,575 reviews
      HP is a proven leader in personal systems and printing, delivering innovations that empower people to create, interact, and inspire like...