1013149 EG ISS Senior Product Sales (Server)--Guangzhou
惠普公司
- 公司规模：500-1000人
- 公司行业：计算机硬件
职位信息
- 发布日期：2013-06-20
- 工作地点：广州
- 招聘人数：1
- 工作经验：八年以上
- 学历要求：本科
- 职位类别：市场/营销/拓展主管 销售主管
职位描述
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.
Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP
Opportunity Qualification, Development and Closing
Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal HP buy-in, and wins the deal
Knowledge Transfer
Establishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer base
Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy
Customer Relationship Management
Demonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's account presence
Margin Management Support
Supports maintenance of the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
公司介绍
惠普（HP）是全球最大的信息科技（IT）公司之一。我们提供广泛的基础设施和商业产品，从手持设备到世界上最强大的超级计算机，一应俱全。我们为消费者提供了一系列广泛的产品和服务，从数码摄影到数码娱乐，从计算产品到家用打印。这一全面的产品组合让我们能够针对客户的特定需求，提供合适的产品、服务和解决方案。在截止至2007年10月31日的2007财年中，惠普（HP）的营业额达1043亿美元，在2007年美国财富500强中排名第14位。
更多详细信息，请登陆:http://www.hp.com/go/job