北京招聘

·Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
·Maintain knowledge of competitors in account to strategically position HP's products and 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.
·May 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 coordinate internal & external partners to deliver appropriate solution sale.

·Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.

·Assigned average or higher size quota.

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





Qualifications
Education and Experience Required:


University or Bachelor's degree preferred.
Directly related previous work experience.
Demonstrated success in achieving progressively higher quota.
Extensive vertical industry knowledge required.
Typically 5-8 years advanced sales experience required.
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.

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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