TS IB Sales Specialist Puerto Rico & Caribe
- Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
Scope and Impact
- 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.
- 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)
Puerto Rico-Puerto Rico-San Juan
Yes, 25 % of the Time
HP - 19 months ago
Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...