Sales Specialist, HP Enterprise Secruity Products, Minnesota
HP - Minnesota

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Sales Specialist, HP Enterprise Secruity Products, Minnesota - 1097573
    Description
      • Develops long term sales pipeline to increase HP's market share in specialized area.
      • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
      • Provide support to the Account managers. Set direction for business development and solution replication.
      • Creates and grows reference customers
      • Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
      • Services specialists may also be responsible for selling small outsourcing deals.
      • For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.
      • Establish a professional, working, and consultative, relationship with the client, 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.
      • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
      • Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities
      • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
      • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives
      Scope and Impact
      • Works on a smaller number of accounts of greater strategic (long term) value to HP.
      • Significant percentage of time spent directly with customer interfaces with all levels.
      • Minimal direct time with customer's technical buyers.
      • Typically assigned higher than average quota.

      Qualifications
      Education and Experience Required:
      • University or Bachelor's degree; Advanced University or MBA preferred.
      • Directly related previous work experience.
      • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
      • Prior selling experience includes multiple, diverse set of selling responsibilities.
      • Viewed as expert in given field by company and customer.
      • Considered a mentor of selling strategy, including designing strategy.
      • Typically 12+ years of related sales experience.
      • Project management skills required.
      • 3-5 years' experience in the desired specialty.

      Knowledge and Skills Required:
      • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
      • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
      • Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.
      • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
      • Considerable knowledge of the customer's infrastructure and architecture.
      • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
      • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
      • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
      • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
      • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
      • Excellent project oversight skills.
      • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
      • Utilizes Siebel as an expert and accurately forecasts business.
      • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
      • Understand and sells high value software solutions.
      • Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition.
      • Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
      • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

      Job - Sales
      Primary Location - United States-Minnesota
      Other Locations - United States
      Schedule - Full-time
      Job Type - Experienced
      Shift - Day Job
      Travel - Yes, 50 % of the Time

      HP - 17 months ago - save job - block
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      Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...