北京招聘

职位描述：
? Develop the Commercial & Enterprise Go-to-Market (GTM) strategy and business plan to meet assigned sales targets
? Identifies and evaluates key solution value-add alternatives through close engagement and with key industry, vertical or application ISV, SI and/or OEM partners, prefect familiar with virtualize value channel, like Citrix/VMware
? Takes ownership to create, manage and drive the sales pipeline across our Thin Clients portfolio,
? Maintain knowledge of our key competitors in the market and in our account space. Utilizing this knowledge to strategically position HP’s products and services to drive customer share of wallet
? Use subject matter expertise to seek out new Thin Clients opportunities with Cloud offering, as well as expanding and enhancing existing opportunities with specific pursuit strategies to build incremental pipeline growth and closure
? Provide thought leadership to drive Thin Clients business development and solution growth in the account portfolio to the Enterprise Account managers and Value Added Resellers
? 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.
? Define the solution stacks (hardware, software, services) to drive demand for Thin Clients devices adoption within commercial segments
? Drive and lead POC activities with our end customers and also partner networks including specific vertical industry or public/private cloud solution ISVs.
? Provides the overall Cloud solution vision, scope and deliverable to meet the specific customer requirements
Education and Experience Required:
 
Bachelor of Engineering or Bachelor of Science (BS) in Marketing or related field; Master of Business Administration (MBA) preferred
? 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 or solutions sales in the VDI/Cloud specialty.
Knowledge and Skills Required:
· Willing to work with dedication and passion in a virtual team of experienced professionals; you will learn a lot in this job; and it will open doors for your next career step
· Ability to interface with Enterprise customers across all levels of the business, up to CXO level and potentially across lines of business.
· Understands the sales process and becomes a respected peer of the sales management team within the country or area they are responsible for covering
· In-depth understanding of the Enterprise market place as well as possessing any vertical market industry expertise
· Understanding of HP product and solution offerings
· Excellent written (Word , PowerPoint) and oral communications (presentations)
· Excellent interpersonal skills
· Ability to build, manage and influence virtual teams
· Ability to interface effectively with all levels of management and functional disciplines, both within and outside HP
· Strong influencing and consensus-building skills across multiple stakeholders such as sales teams, product managers and channel teams
· Acknowledged mastery of marketing principles, practices, tactics and tools 举报 分享

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