Closes sales on assigned products or assigned customers; may generate leads for closure by an experienced Outside or other Inside Sales Rep.
Shares sales activities with experienced Sales Reps as necessary.
Informs customers of company promotions and upgrades; may persuade customer to purchase extended products, services, supplies.
Responsible for pipeline and forecast responsibility in accordance with sales center business process.
Execute opportunity and lead management.
Establishes a professional working relationship with the client.
Aligns the account strategy and sales motions to maximize client value.
Build and maintain solid customer relations that protect or expand HP's Installed base.
Actively collaborate with field sales and others to ensure seamless account coverage.
Seeks out appropriate resources in presales, product/service specialists to support complex deals.
As dictated by the selling model, establishes partner contacts to share account information and seek joint opportunities that drive incremental revenue.
Nurtures and closes new opportunities that result in substantial incremental orders, revenue and margins to HP, representing the entire HP portfolio of products and services.
Attains quarterly targets and annual quota.
Works in assigned territory/ account.
Shares quota with the field
Selling role may be transactional and/or demand generation in nature.
Education and Experience Required:
BA or BS required
Typically 3+ years of experience in related field, preferable in IT.
Direct experience interacting with customers (i.e., Technical, Administrative, or Call Center roles)
Knowledge and Skills Required:
Solid telesales skills.
Listens to customer needs and tailors messages to customers based on their needs and ties-in additional promotional campaigns, upgrades, or extended products/services.
Must be a team player and juggle multiple tasks and competing priorities.
Must be able to apply subject matter knowledge to solve common and complex business issues within established guidelines and recommend appropriate alternatives.
Exercises independent judgment within generally defined policies and practices to identify and select a solution.
Exhibits knowledge of HP portfolio of products or capacity to learn and utilize product resources to meet job requirements.
With management guidance, proactively contacts and sells products/services and completes lead follow-up with assigned area of responsibility.
Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.
Knows and understands HP's sales tools and processes
Strong presentation and communication skills
Critical Competencies to Drive Business Results:
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
Builds the customer relationships essential for developing business partnerships and driving strategic opportunities
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
Builds the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
HP - 16 months ago
Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...