HP MASSIVELY RECRUTING YOUNG GRADUATES IN NIGERIA

Recruiting Job: Technology Support Services Sales Specialist-1203056

Description:

Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area (support services).

• Maintain knowledge of competitors in account to strategically position HP's services better.

• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.

• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.

• Contributes to proposal development, negotiations and deal closings.

• Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.

• Will focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.

• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization

Scope and Impact

• May invest time working external partners.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer

 Requirements:

• University or Bachelor's degree preferred.
• Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• Typically 6-8 years advanced sales experience required.

Knowledge and Skills Required:

• Is considered an expert in knowledge of 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.
• 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 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.

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