Posted on :
5 May, 2010
HP is a technology company that operates in more than 170 countries around the world. We explore how technology and services can help people and companies address their problems and challenges, and realize their possibilities, aspirations and dreams. HP South Africa recruits ESS Sales Specialist to be based in Durban, ZA
ESS Sales Specialist
Title: ESS Sales Specialist
Location: South Africa-Durban
. Responsible for managing sales pipeline within assigned territory on the Enterprise Storage and Servers unit.
. 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 HP’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 External Active Monitoring (EAM)s/Client Account Manager (CAM)s and provide input regarding business development and solution expertise.
. Development of quota objectives and future direction for defined product category.
. Some Technical Management Solutions (TMS) specialists also responsible for selling small 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.
. Spend large portion of time working with and leveraging external partners to deliver sale.
. For Technical Specialist (TS)/TMS: 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
. Works on accounts of greater dollar value; typically of higher risk to HP.
. May perform project management role.
. Extensive 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:
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 8-14 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 basic enhanced 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 Information Technology (IT) within area of specialization and how HP’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 HP 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 basic enhanced products, solution or service offerings as well as competitor’s offerings.
. Understands how to leverage HP’s portfolio and change the playing field on our competitors.
. 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 Technical Specialist (CIO)s, typical objectives, measures, metrics.