Job responsibilities
:
- Responsible for creating and driving the sales pipeline.
- Build sales team and coach sales representatives to be knowledgeable with HP Indigo products and services.
- Support and define sales strategy and geographic coverage in country.
- Build sales funnel and make sure there is transparency between HP and indirect Channel.
- 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 companies’ 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.
- Manage strategic account program for the country.
- 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.
- Ensuring country quota is achieved (Hardware, Supplies services) – direct responsibility.
- Define Channel(s) strategy in country.
- 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.
Scope and Impact:
- Works on companies 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.
** Ability to
travel at least 40% of the time
.
Qualifications
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 companies 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 companies’ 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
–
Sales
Primary Location
–
South Africa
Other Locations
–
Israel
Schedule
–
Full-time
Shift
–
Day Job
Travel
–
Yes, 75 % of the Time
Job Posting
–
Sep 2, 2016
EEO Tagline
HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities