HP Sales Specialists and Consultants in Guangzhou, China

Sales Specialists and Consultants

Description -

  • Responsible for creating and driving their sales pipeline.

  • Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.

  • Maintain knowledge of competitors in account to strategically position company's products and services better.

  • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.

  • Provide support to Account managers and provide input regarding business development and solution expertise.

  • Development of quota objectives and future direction for defined product category.

  • Some specialists also responsible for selling outsourcing deals.

  • Establish a professional, working, and consultative, relationship with the client, up to and 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.

  • May invest time working with and leveraging external partners to deliver sale.

  • For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.

  • Directs or coordinates supporting sales activities

Scope and Impact

  • Works on company's larger accounts.

  • May perform project management role.

  • May invest time working external partners.

  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.

  • May develop business plan in conjunction with customer.

  • Typically assigned higher than average quota.

Education and Experience Required:

  • University or Bachelor's degree

  • Directly related previous work experience.

  • Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.

  • Extensive selling experience within industry and on similar products.

  • Typically 8-12 years of advanced sales experience.

  • Project management skills required.

  • 2-3 years of product sales in the desired specialty.

Knowledge and Skills Required:

  • Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.

  • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.

  • Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.

  • Understands the role of IT within area of specialization and how company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities

  • Account planning and accurate account revenue forecasting skills.

  • Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.

  • Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position company as the preferred vendor for meeting all business needs

  • Excellent project management skills.

  • Establishes a professional working relationship, up to the executive level, with the client.

  • Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.

  • Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.

  • Deep knowledge of products, solution or service offerings as well as competitor's offerings.

  • Understands how to leverage company's portfolio and change the playing field on our competitors.

  • Utilizes Siebel as an expert and accurately forecasts business.

  • Understands and sells high value software solutions

  • Understands selling of services sales.

  • Leverages services as part of strategic product sales.

  • Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.

  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Job -


Schedule -

Full time

Shift -

No shift premium (China)

Travel -


Relocation -


EEO Tagline -

HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.

Learn more about HP personal data

practices at Privacy Statement at http://www.hp.com/go/privacy , and

Personal Data Rights Notice at http://www8.hp.com/uk/en/privacy/privacy_notice.html (where

applicable). Accessibility at HP at http://www8.hp.com/us/en/hp-information/accessibility-aging/index.html

and Terms at http://www8.hp.com/us/en/terms-of-use.html