Inside Sales Rep III, HP SW
HP - Sunnyvale, CA

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1036289

Description

Inside Sales Representative sells HP enterprise software products: application testing and network operations suite.

Majority of work done independently.

Independently moves leads through entire sales process.

Proactively sells products, services, supplies to installed base in support of company promotion and upgrade campaigns.

Achieves set quota and goals.

Sells primarily transactional, with some solutions selling; owns strategic entry points at the customer aligned to the business objective of area.

Sells complex, multi-products/services.

Involves Outside Sales Rep as necessary for high complexity sales or where competitor is face-to-face with customer.

Participates in development of district sales strategy & quota setting; defines own individual sales plan.

Addresses customer complex requests via broad multi-product/service.

Identifies and allocates internal and external resources to deliver transactional or solution sales.

May interfaces with specialty buyers, e.g., IT, Procurement, etc. or with business executives.

Pursues opportunities in assigned territory, account or product line.

Actively prospects within accounts to discover or cultivate sales opportunities.

Responsible for pipeline and forecast responsibility in accordance with sales center business process.

Aggressively reviews account activities in pursuit of new business or up-selling opportunities.

Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.

Partners effectively with others in the account to ensure coordinated, efficient account management.

Actively manages the account to protect and grow HP's business; coordinates all account forecasts, planning and reporting.

As dictated by the selling model, engages partners effectively to improve win rates on selective deals.

Orchestrates the resources and sponsorship essential for executing business effectively.

Majority of work done independently

Account responsibility with quota.

Works in assigned territory/ account.

Shares quota with the field

Account size ranges; may work in small-medium, enterprise or corporate segment, varied sales cycle

Qualifications

Education and Experience Required:
Four year university/ Bachelor's degree preferred or equivalent experience.

Typically 4-6 years of selling or account management experienced; preferable in IT industry.

Proven track record in sales. Demonstrated ability to move leads through entire sales process independently.

Knowledge and Skills Required:
Listens to customer needs and tailors messages to customer based on their needs and ties-in additional promotional campaigns, upgrades, or extended products/services.

Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.

Exhibits thorough knowledge of HP portfolio, observed via customer conversations, discussions on products or solutions with customers.

Consistently meets or exceeds metrics related to inbound calls set by segment management.

Understands the client procurement processes and knows key decision criteria for winning new and / or maintaining existing business.

Exhibits thorough knowledge of HP portfolio, observed via customer interaction, test scores, and limited reliance on technical support, Pre-sales or internal resources to discuss products or solutions with customers.

Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.

Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.

Ability to build strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs

Understands the client procurement processes and knows key decision criteria for winning new and / or maintaining existing business.

Knows and understands HP's sales tools and processes.

Project Management skills desired

Demonstrates ability to act as a team lead.

Demonstrated ability to coordinate internal and external partners to deliver appropriate solution sale

Critical Competencies to Drive Business Results:
Account Profiling

Gains and extends understanding of customer's business and operations to ensure satisfaction, retention, and increased sales

Integrated Account Development (Hunting & Farming)

Applies hunting and farming sales negotiation and closing techniques as needed to acquire or expand sales

Account

Relationship Building

Builds the customer relationships essential for developing business partnerships and driving strategic opportunities

Account Planning

Develops or supports the development of comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress

Sales Pipeline Management

Builds, monitors and manages sales pipelines to ensure continuous population and movement of near- and long-term opportunities

Margin Management

Builds the profit margin essential for protecting the business interests of HP

Sales Effectiveness Fundamentals

Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration

Job

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Sales

Primary Location

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United States-California-Sunnyvale

Other Locations

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United States-Colorado

Schedule

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Full-time

Job Type

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Experienced

Shift

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Day Job

HP - 22 months ago - save job - block
About this company
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Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...