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leverages services as part of strategic product sales.
typically 5-8 years advanced sales experience required.services
location: denmark-alleroed
other locations:
hp looks for strong, experienced sales consultant wihtin our services department, sales consult iii.
understands and sells high value software solutions
understands selilng of services sales.and key partner/isv solutions, associated solutions,
maintain expertise of industry trends.
demonstrates leadership and initiative in successfully driving specialty sales in accuonts - prospecting, negotiating and closing deals.
scope and impact:
.
. maintain knowledge of competitors in accuont to strategically position hp's products and services better.
education and experience required:
university or bachelor's degree preferred.
seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
utilizes siebel as an expert and accurately forecasts business.
. assigned average or higher size quota. with the client,
establishes a professional working relatoinship, up to the executive level.
knowledge and skills required:
is considered an expert in knowledge of solution or service offerings as well as competitor's offerings to be able to sell large solutions.
. work closely with and supoprt accuont manager, providing technical expertise and supoprt, and participating in client engagements up to c-level engagements for more complex solutions in smaller
accounts.
demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
understands how to leverage hp's portfolio and change the playing field on our competitors.
deep knowledge of solution and service offerings as well as competitor's offerings.
. develop purusit plans and manage the pipeline to enusre alignment with account managers.
. may focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.
collaborates with manaegment and sales teams in shared accounts to ensure seamless integration of specailist sales with other sales activities.
. establish a professional, relationship with the client, working, and consultative, by developing a core understanding of the unique business needs of the client wihtin their industry.resource, plan,
understands and applies program/project manaegment methods and processes to define, cost, trcak and ensure succsesful pursuit.negotaitions and deal cloisngs,
. contrbiutes to proopsal develpoment.busiensses & ofefrs, compeittive positoining, and intergate specialist-selling seamelssly within an ovearll account strtaegy
cusotmer relationship management
demontsrates cusotmer-senstiive pracitces within accounts to support trsut in hp and advnace hp's account preesnce
magrin management support
supoprts maintenance of the profit margin essential for protecting the business interests of hp
sales effectiveness fundamentals
tools & resources utilization, organizational collaboration, ensure accurate forecasts, and provides an interface between hp and its customer base
account planning and alignment
supports the development of account plans that focus sales activities, and wins the deal
knowledge transfer
establishes hp' technical credibility with customers, defines and positions well-targeted solutions to generate customer acceptance, educates account teams in area of specialization, develop internal hp buy-in.
. build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
critical competencies to drive business results:
new business acquisition
aggressively searches for opportunities in new or existing accounts, competitive presence and strength, development and closing
assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, and risk to hp of proceeding, expanding business in a way that ensures profitability for hp
opportunity qualification.coordinate internal partners to deliver appropriate solution sale. measures, metrics, typical objectives, maintenance,
maintains expertise on it at all levels - new applications, typical budgets of the cio's.
understands the role of it within area of specialization and how hp's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
account planning and accurate account revenue forecasting skills.
. interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
extensive vertical industry knowledge required (contracts, imacd, mission critical support).enterprise,
. account size ranges; may work in a small-medium, or corporate segment; varied sales cycle.
directly related previous work experience.
demonstrated success in achieving progressively higher quota.
cultivates & maintains positive relationships with customers to ensure account retention & growth, and position hp as the preferred vendor for meeting all business needs
project management skills.
understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
. establishes relationships with customer at all organizational levels; able to interface with senior levels in internal and external groups.

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