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    Hybrid Working Solutions - Prague, Česká republika - HP Inc.

    HP Inc.
    HP Inc. Prague, Česká republika

    před 1 týdnem

    Default job background
    Paid Work
    Popis

    Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert in collaboration solutions. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization for collaboration solutions to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

    Responsibilities

    • Responsible for creating and driving their collaboration sales pipeline. Capture leads using closed-loop lead management to ensure assignment and inclusion of the rest of the account team as needed.
    • Maintain knowledge of competitors in account to strategically position HP's collaboration products and services better.
    • Use Collaboration expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
    • Provide support to Generalist account managers and provide input regarding business development and solution expertise.
    • Development of quota objectives and future direction for HP Collaboration solutions
    • 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 the collaboration industry.
    • May invest time working with and leveraging channel-facing team to deliver sale.
    • Directs or coordinates supporting sales activities.

    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

    • 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.
    • Maintains 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.

    Impact/Scope

    • 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.

    Complexity

    • May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
    • Accounts may be international or global.
    • Orchestrates the regional pursuit resources for the account.
    • Typically assigned higher than average quota.
    • Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
    • May perform project management role.
    • Coordinates external partners.

    Equal Opportunity Employer (EEO):

    HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).


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