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title: by developing a core understanding of the unique busniess needs of the client wihtin thier indsutry, worikng, and consultative,
establish a professional, up to and including the c-level for mid-to-large accounts, relationship with the client.
development of quota objectives and future direction for defined product category.
directs or coordinates supporting sales activities
scope and impact
works on hp's larger accounts.
extensive selling experience within indsutry and on similar products.
2-3 years of product sales en el desired specialty.
knowledge and skills required:
is considered an exeprt in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large soluitons.
leverages services as part of strategic product sales.storage
location: spain-madrid
other locations:
responsible for creating and driving their sales pipeline, sls specialist iv.typical objectives, metrics, typical budgets of the cio's,
maintains expetrise on it at all levels - new applications, maintenance, measures.track and ensure successful pursuit, resource,
undertsands and applies program/project management methods and processes to define, cost, plan.
typically assigned higher than average quota.
demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.development and closing
assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish,
critical competencies to drive business results:
new business acquisition
aggressively searches for opportunities in new or existing accounts, competitive presence and strength, and risk to hp of proceeding, expanding business in a way that ensures profitability for hp
opportunity qualification.
project management skills required.
for services consultants: focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.
maitnain knowledge of compeittors in accuont to strategically position hp's products and services better.
collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
undertsands the industry and market segemnt in which key accounts are situated, and integrates this knowledge into consultative selling.
may inevst time working with and leveraging extrenal parnters to deliver sale.
typically 8-12 years of advanced sales experience.
utilizes siebel as an expert and accuartely foreacsts business.
maintain expertise of industry trneds, assoicated soluitons, and key parnter/isv soluitons.
may invest time working external partners.
understands how to levreage hp's portoflio and chnage the plaiyng filed on our competitors.
understands the role of it within area of speciailzation and how hp's solutions differnetially adderss speicfic veritcal industry chalelnges as well as their crsos-segment capabliities
account planning and accruate account revenue forecasting skills.and higher level customer interface, diversity of business customer,
demonstrated achievement of progressively higher quota.up to the executive level,
establishes a professional working relationship, with the client.
cultivates & maintains positive relationships with customers to ensure account retention & growth, and position hp as the preferred vendor for meeting all business needs
excellent project management skills.
may perform project management role.
some specialists also responsible for selling outsourcing deals.
understands and sells high value software solutions
understands selling of services sales.
education and experience required:
university or bachelor's degree
directly related previous work experience.
capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.businesses & offers, and wins the deal
knowledge transfer
establishes hp' technical credibility with customers, and provides an interface between hp and its customer base
account planning and alignment
supports the development of account plans that focus sales activities, develop internal hp buy-in, competitive positioning, educates account teams in area of specialization, and integrate specialist-selling seamlessly within an overall account strategy
customer relationship management
demonstrates customer-sensitive practices within accounts to support trust in hp and advance hp's account presence
margin management support
supports maintenance of the profit margin essential for protecting the business interests of hp
sales effectiveness fundamentals
tools & resources utilization, organizational collaboration, defines and positions well-targeted solutions to generate customer acceptance, ensure accurate forecasts.
demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
may develop business plan in conjunction with customer.solution or service offerings as well as competitor's offerings,
deep knowledge of products.
provide support to account managers and provide input regarding business development and solution expertise.
significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.

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