Specialist Hybrid Solutions

hace 2 semanas

Santiago, Metropolitana, Chile Hewlett Packard A tiempo completo

Responsibilities:

  • Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
  • 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 supports 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 highertotal 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.

Education and Experience Required:

  • University or Bachelor's degree preferred. / Directly related previous work experience.
  • Demonstrated success in achieving progressively higher quota.
  • Extensive vertical industry knowledge required.
  • Typically 58 years advanced sales experience required.

Knowledge and Skills:

  • Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
  • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
  • Understands the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their crosssegment capabilities.
  • Negotiates and drives deals to ensure successful closes and high win rate.
  • Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
  • Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
  • Leadership and initiative in successfully driving specialty sales in accounts prospecting, negotiating and closing deals.
  • Translate product knowledge into customer's added business value.
  • Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities. Conceptualizes and articulates welltargeted solutions in area of technical specialty
- from proposal to contract sign-off

  • Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
  • Demonstrates high service knowledge and professionalism in researching and sharing service
- related information with account teams and customers.

  • Understand the channel and work an effective plan to increase sales with our partners.
  • Regular use of Siebel updating deal profile and forecasting accurately.
  • Understands services as part of strategic product sales.
  • Good prioritization and delegation skills in order to focus on the key client opportunities.
Knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Impact/Scope:

  • 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.

Complexity:

  • 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.

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