HP South Africa Recruits Software Sales Specialist

Category: Sales Jobs in South Africa
Industry:
Posted: Jan 17, 2014


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Software Sales Specialist-1227031

Description
  • Responsible for creating and driving their sales pipeline.
  • 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 Account managers and provide input regarding business development and solution expertise.


  • Development of quota objectives and future direction for defined product category.
  • Some specialists also responsible for selling 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.
  • May invest time working with and leveraging external partners to deliver sale.
  • For Services Consultants: 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

 

Scope and Impact
  • Works on HP’s 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.
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 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 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.
  • 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-South Africa-Johannesburg
Schedule – Full-time
Job Type – Experienced
Shift – Day Job
Travel – Yes, 25 % of the Time
Job Location: Johannesburg, South Africa
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