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1. HP - Sales Executive I
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1. HP - Sales Executive I
Enviado por: "divulga_vagas_tit" divulga_vagas_tit@yahoo.com.br divulga_vagas_tit
Data: Ter, 16 de Fev de 2010 6:30 pm
Sales Executive I
Job Number: 364163
http://jobview.monster.com/GetJob.aspx?JobID=86242796
HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.
• Develops long term sales pipeline to increase HP's market share in specialized area.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Proactively identify and provide input to the account team on providing business technology service/technology management service solutions for customer business optimization.
• Provide support to External Active Monitoring (EAM)s/Client Account Manager (CAM)s and provide significant input regarding business development and solution expertise.
• Sell complex products or solutions to customers on a partnership basis, or act as a dedicated resource to a few strategic national/super region accounts.
• Some Technical Management Solutions (TMS) specialists also responsible for selling small outsourcing deals.
• For technical specialist (TS)/TMS: 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 HP' consultative professionalism and promote its total solution capabilities
• Maintains expertise on Information Technology (IT) at all levels - new applications, maintenance, typical budgets of the Core I/O Only CIOs, typical objectives, measures, metrics.
• Works on accounts of greater dollar and/or strategic (long term) value; typically of higher risk to HP.
• 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:
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 14 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 basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strength 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 about 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 for value of strategy and propositions.
• 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.
• Masters the art of Siebel and successfully forecasts business.
• Excellent channel engagement experience. Work effectively with our partners to drive additional revenue.
• Understand and sells high value software solutions.
• Demonstrated a successful ability to leverage Hp's portfolio of products and services to change the playing field against our competition.
• Masters the art of leveraging services as part of strategic portfolio of products and leveraging services as part of all strategic opportunities.
• Maintain expertise of industry trends, associated solutions, and key partner/Independent Software Vendor (ISV) solutions.
Additional Information:
* Travel Percentage: 25%
Company: HP
Location: São Bernardo do Campo 0985155
Status: Full Time, Employee
Job Category: Sales/Retail/Business Development
Occupations: Sales Support/Assistance
Career Level: Experienced (Non-Manager)
Industry: Telecommunications Services
http://jobview.monster.com/GetJob.aspx?JobID=86242796
See all Hewlett-Packard / HP opportunities
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