北京招聘

Description

- Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.

- Formulate and expand solutions to generate additional product or service attachments and up sell revenue.

- Certain roles may also sell through the channel.

- 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.

- Work with the client up to IT management level.

- Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.

- May focus on growing contractual renewals for small-to-mid size accounts with limited 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:

- Participates in general sales strategy; defines specific sales plans with manager.

- Independently sells a specific product/solution.

- Selling role may be transactional and/or demand generation focused.

- May work with and leverage external partners to deliver sale.

- May interface with any level in customer organization; focused mainly on specialist buyers, e.g. IT.

- Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.

- Average size quota.

Qualifications

Education and Experience Required:

-University or Bachelor's degree preferred.

-Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.

-Detailed knowledge of key customer types or customers on given products.

-Typically 3-5 years of experience in specialty sales.

Knowledge and Skills Required:

-In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.

-Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.

-Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.

-Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status

-Solid communication and presentation skills within IT at the manager level.

-Product demonstration, customer training, product installation skills. (for product specialty roles)

-Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off.

-Have enough knowledge about a product, service or solution to be able to qualify a deal.

-Negotiation of profitable deals so that HP can expand opportunities based on existing business and increase footprint and revenue.

-Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.

-Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

-Regular use of Siebel updating deal profile and forecasting accurately.

惠普（HP）公司成立于1939年，是一家业务运营遍及全球170多个国家和地区的高科技公司。我们致力于探索科技和服务如何帮助人们和企业解决其遇到的问题和挑战，并把握机遇、实现愿景、成就梦想。我们运用新的思想和理念来打造更简单、更有价值、更值得信赖的技术体验，不断帮助客户改善其生活和工作方式。

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。

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