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Hewlett-Packard Company
Document ID: A3411-06MLAd Number: hp-338542 Published on: 2010-01-2201/22/2010 Job Type: Regular
Job Schedule:Full-time
Published in: ChicagoJobs
2010-02-21
(Pipeline) HP Enterprise Business - ESSN Sales Specialist IV - SLED (State of I
As seen in ChicagoJobs
Title: (Pipeline) HP Enterprise Business - ESSN Sales Specialist IV - SLED (State of Illinois)
Location: Illinois - Chicago
AnHP Enterprise Business ESSN Specialistis responsible for selling Enterprise Servers, Storage and Networking (ESSN) technology, and services toState, Local and Education (SLED) end-user customers in assigned geographic territory, industry or accounts. This specialist sales resource will work very closely with HP Enterprise Business EAMs throughout the territory assigned.
Represents the company to the customer and the customer to the company in all sales-oriented activities. The focus of this position is to maintain and grow the base business, focus on complex solutions and new business opportunities within the State, Local and Education account base, and support the respective reseller business. This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique business needs of the client within their industry. This position will tailor strategy and solutions to meet the needs of the customer and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development.
Applies advanced subject matter knowledge within the server, storage and networking solution stacks to complex business issues, and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. May provide mentoring and guidance to lower level employees. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients.
Core Qualifications:
1) Proven success in selling exact or like technologies into State, Local and Education (SLED) marketplace.
2) Consistent over-quota achievement within past 3-5 selling years of sales in public sector accounts.
3) Proven technology solution selling skill sets, driving and closing complex sales transactions within government procurement vehicles.
4) Mature partner/reseller relationship management skills.
Business Acquisition & Administration
Aggressively manages new or expanded account business to capitalize on early success
Critical Competencies to Drive Business Results:
Business Acquisition & Administration
Aggressively manages new or expanded account business to capitalize on early success
Opportunity Qualification
Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
Solution Planning/Formulation
Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
Deal Advancement & Closing
Negotiates and drives deals to ensure successful closes and high win rates
Client Technical Education/Assistance
Establishes HP's technical creditability and solution capability within customer's Information Technology (IT) organization through education & assistance
Pipeline Management
Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities
Prioritizing Accounts/Focusing
Supports sales strategies and activities that effectively and efficiently target HP's efforts and resources to closeable wins
HP Sales Productivity Tools/Processes
Systematically applies HP sales planning & productivity tools/processes to manage work
Resource Optimization
Applies partner and internal resources effectively and efficiently to advance sales opportunities
HP Sales Initiatives/Goals
Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales activities
Solution Acumen
Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs
Influencing
Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority
Location: Illinois - Chicago
AnHP Enterprise Business ESSN Specialistis responsible for selling Enterprise Servers, Storage and Networking (ESSN) technology, and services toState, Local and Education (SLED) end-user customers in assigned geographic territory, industry or accounts. This specialist sales resource will work very closely with HP Enterprise Business EAMs throughout the territory assigned.
Represents the company to the customer and the customer to the company in all sales-oriented activities. The focus of this position is to maintain and grow the base business, focus on complex solutions and new business opportunities within the State, Local and Education account base, and support the respective reseller business. This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique business needs of the client within their industry. This position will tailor strategy and solutions to meet the needs of the customer and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development.
Applies advanced subject matter knowledge within the server, storage and networking solution stacks to complex business issues, and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. May provide mentoring and guidance to lower level employees. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients.
Core Qualifications:
1) Proven success in selling exact or like technologies into State, Local and Education (SLED) marketplace.
2) Consistent over-quota achievement within past 3-5 selling years of sales in public sector accounts.
3) Proven technology solution selling skill sets, driving and closing complex sales transactions within government procurement vehicles.
4) Mature partner/reseller relationship management skills.
Business Acquisition & Administration
Aggressively manages new or expanded account business to capitalize on early success
Critical Competencies to Drive Business Results:
Business Acquisition & Administration
Aggressively manages new or expanded account business to capitalize on early success
Opportunity Qualification
Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
Solution Planning/Formulation
Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
Deal Advancement & Closing
Negotiates and drives deals to ensure successful closes and high win rates
Client Technical Education/Assistance
Establishes HP's technical creditability and solution capability within customer's Information Technology (IT) organization through education & assistance
Pipeline Management
Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities
Prioritizing Accounts/Focusing
Supports sales strategies and activities that effectively and efficiently target HP's efforts and resources to closeable wins
HP Sales Productivity Tools/Processes
Systematically applies HP sales planning & productivity tools/processes to manage work
Resource Optimization
Applies partner and internal resources effectively and efficiently to advance sales opportunities
HP Sales Initiatives/Goals
Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales activities
Solution Acumen
Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs
Influencing
Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority
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