Sales Specialist V HP SW - Hewlett-Packard Company (New York, NY)

Title: Sales Specialist V HP SWLocation: United States-New York-New YorkJob Number:_1084343* 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 ExecutivesScope 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.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

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