TS IB Sales Specialist Puerto Rico & Caribe
HP - San Juan, PR

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TS IB Sales Specialist Puerto Rico & Caribe - 1062174
      • Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
      • Maintain knowledge of competitors in account to strategically position HP's products and services 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 solutions 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 solutions development.
      • Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
    Scope and Impact
      • Works on HP's larger accounts.
      • May perform project management role.
      • 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.
      • 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.

    Education and Experience Required:
    • University or Bachelor's degree preferred.
    • 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 5-8 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.
    • Excellent communication skills (English and Spanish)

    Job - Sales
    Primary Location - Puerto Rico-Puerto Rico-San Juan

    Schedule - Full-time
    Job Type - Experienced
    Shift - Day Job
    Travel - Yes, 25 % of the Time
About this company
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Hewlett-Packard Company, or HP, is a multinational information technology corporation headquartered in Palo Alto, California, USA. HP got...