HP Sales Specialist, Account Develpment in United States of America, New York

Sales Specialist, Account Develpment

Description -

  • Develops long term sales pipeline to increase companies 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 companies 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 the company.

  • 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 the company 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 -


Schedule -

Full time

Shift -

No shift premium (United States of America)

Travel -


Relocation -


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