南京招聘

职位描述：
Job Purpose:
The role of the Sales Account Representative – Public Safety is to manage and build customer relationships, identify HDS opportunities, work closely with all HDS pathways (Direct, Indirect and via Influencers), and achieve revenue and margin objectives.

Job Summary:
Management of:
? HDS activity in the allocated territory working appropriate HDS sales Pathways, in close conjunction and with the agreement of the Sales Leader.
? Prospecting and the development of new accounts and/or new opportunities within existing accounts.
? A Strategy to maximise coverage of the overall Territory through effective use of all HDS Pathways.
? The service and development of named assigned sales accounts and the development of good Personal and business-based relationships within those accounts.
? The balance between short-term gain and long-term growth for all opportunities and initiatives to achieve/exceed pre-set sales targets and increase market share.
? All proposals, risk analysis and cost/benefit analysis for opportunities within allocated territory.
? General Liaison between HDS, partners and the customer for the escalation process of delivery and pricing issues.
Planning & Strategy:
? Document and execute Territory, Account and Opportunity Plans in the required HDS format demonstrating a strong understanding of the customer's business issues, and relating them to business initiatives, corresponding IT initiatives and HDS solutions which address those needs.
? Develops a contact network within the account(s) and channel partners to enable HDS business to be sold effectively.
? Develops and supports Channel initiatives and corporate programs in allocated territory.
? Work closely with, and establish engagement between, HDS functional areas such as Marketing, Sales Engineers, Solution Business Managers, Legal, Finance and other Lines of Business as necessary, to develop and execute a solution strategy to meet customer business needs.
? Develop successful sales campaigns that maximize HDS advantages and win rate.
Monitoring and Reporting:
? The market and industry to identify new business opportunities in key segments or customer base.
? Equip yourself as a “trusted advisor” and cultivate executive level relationships by monitoring the following:
? HDS’ Industry, marketplace, competitive position and the associated HDS value propositions that exist in the present environment
? The customer’s industry, competitive position and related business issues that can be addressed by the differentiated capabilities that HDS offer.
? Proactively communicate and provide regular updates regarding transactional business, changes, and current and future business opportunities within the assigned account to the Sales Leader.
? Ensure that any major changes or events that impact the opportunities within assigned Account(s) are regularly reviewed and the appropriate changes or updates are made to the Territory, Account and Opportunity Plans.
? Provide accurate and timely weekly forecasts with a monthly, quarterly and 6 monthly pipeline perspective. Ensure that gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.
? Ensure all business and technical risks are effectively managed to ensure customer satisfaction is never compromised.
? Setup Success Criteria that is relevant to the customer’s goals and implementation and monitor the success of all implementations. Measure and provide relevant information for customer reference stories.
Operational:
? Provide leadership and direction to all resources in the extended team to improve efficiencies in both the pre-sale and post-sale activities within the assigned Account(s).
? Work closely with and understand the capabilities of HDS Pathways to build the business case and coverage strategy for HDS solutions into your assigned territory.
? Support Channel initiatives and corporate programs in allocated territory.
? Where appropriate maintain contact with HDS Pathways throughout the delivery cycle and ensure that any developing issues are addressed.
? Update and maintain all account information and activity in the CRM. In addition, ensure that changes made to Account and Opportunity Plans are reflected in the versions that are stored within the CRM environment.
 
Profile:
? Minimum of 8+ years’ experience in a sales capacity.Previous experience in the following essential:
o Value and Solution based Sales
o Ecosystem and value chain based sales environments
o Exposure to one or multiple; public safety solutions, government and security industry knowledge
o ‘full stack’ Software + Hardware + Professional Services/SI/Complex sales
? Previous experience in exploring, expanding and building new business models, new territory or evolving ecosystems in the public safety and IOT markets preferred.
? Previous experience in competitive or acquisition sales environment preferred.
? Degree qualified preferred.
? Experience in the management of business relationships with customers in a customer-facing role.
? An understanding of the nuances of Pathways to market as well as Direct Sales.
? Proven track records in selling within a complex selling environment with quotas exceeding $5M and an average sales cycle of at least 6 months.

Competencies:
? Excellent communication, negotiation and interpersonal skills.
? Ability to clearly and dynamically communicate value propositions.
? Proactive and accountable.
? Highly motivated, innovative and actively looking for solutions to challenges.
? Ability to question and listen effectively.
? Adept at performing under pressure.
? Thrives on a fast paced and changing environment.
? Well organised and able to prioritise effectively within complex environments.
? Team player with proven ability to partner and influence successfully within teams, with customer and across business functions.
? Acts with integrity. 举报 分享

HDS，作为世界级领先的存储软硬件、解决方案和服务供应商，其广泛的业务已经涉及 100 多个国家和地区，在世界各地拥有6000 多名员工，得到了世界领先企业的信任——包括 70% 的财富 100 强企业和超过 80% 的全球财富 100 强企业。我们在it基础设施和企业数据中心领域的技术尤为领先，存储虚拟化的专业地位首屈一指。
中国是hds 重要的战略市场之一，进入中国市场十余年来，我们为遍及金融服务、电信、政府、交通运输、制造业，能源等行业提供“以信息驱动创新”为理念的存储软硬件、解决方案和服务，每年以超过二位数的业务增长幅度在不断壮大！我们在北京（总部）、上海、广州、成都、南京和深圳均设立了分公司或办事处。
hds以“数据驱动创新”为企业愿景，一直以来都把服务用户作为最重要的信条。2014年，hds副总裁/中国大陆及中国台湾地区总经理庄国光再次获选2014中国信息产业年度经济人物；hds 中国被中国计算机行业协会授予“2014卓越成就企业奖”； 在产品技术方面，hds高端存储平台vsp g1000获得由中国计算机行业协会主办并颁发的《2014技术领先产品奖》以及由计算机世界&全球网络存储工业协会颁发的《snw 2014 优秀解决方案奖》，另外，hds 融合解决方案及数据备份技术也获得来自媒体颁发的《2014年度优秀解决方案》以及《2014 创新产品奖》等多个国内权威媒体授予的奖项。
hds以“和”（信任和尊重）、“诚”（公平和诚信）、“创业者精神”（接受挑战，不断创新）为宗旨，致力于持续发展的企业文化。hds中国连续五年在由全球著名职场研究认证机构卓越职场研究所（great place to work institute）开展的“***职场” 调查中，荣获大中华区“***职场”荣誉。我们在领导者正直诚信水平、公平公正环境、沟通效率、员工自豪感等方面有着明显优势。在目前的技术趋势浪潮下，一个和谐、互信、开放、友好的工作场所对于团队士气、乃至公司发展有着重大影响，这也是hds吸引、保留人才之本，公司健康长期发展之源。
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