Title: (Pipeline) HP Enterprise Business - ESSN Sales Specialist IV, Systems (Central US)

Location: Illinois - Chicago

* 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 External Active Monitoring (EAM)s/Client Account Manager (CAM)s and provide input regarding business development and solution expertise.

* 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.

* Spend large portion of time working with and leveraging external partners to deliver sale.

* Directs or coordinates supporting sales activities

* May perform project management role.

* 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.

* Lead and/or partner with HP account teams to identify, develop, qualify and close Industry Standard Server business in assigned accounts or territory

* Creation and execution of detailed sales plan to achieve revenue objectives.

* Maintain monthly forecast and sales pipeline

* Develop and maintain close working relationships with appropriate internal and external Industry Standard Server resources and partners.

* Participate in account planning and strategy activity

* Understand and appropriately leverage Industry Standard Server sales and support resources

* HP Industry Standard Server technology sales lead and evangelist for assigned territory or accounts

* Present Industry Standard Server benefits, features and value differentiation to improve HP's win rate with BladeSystem based solutions

* Articulate appropriately at all customers levels the Industry Standard Server roadmap for products features and benefits

* Work to increase awareness and interest in HP Industry Standard Server solutions in assigned territory or accounts

* Maintain high level of knowledge on HP Industry Standard Server products, roadmaps, competition, pricing, market share, and key BladeSystem differentiation.



Education and Experience Required:

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.

* Four year degree or equivalent experience

* 5-8 years related field sales experience. Ideally has done technical field selling or been a sales representative selling a technical product.

* Must know how to effectively sell a technical product/solution. Must understand product/solution, features/benefits and sell product/solution to customer.

* Experience calling on multiple levels within account including everything from CXO through System Administrator. Must understand role in decision making process for each level within the customer.

* Solid track record of over quota achievement in technology sales

* In depth Industry Standard Servers and blade server market background and experience

* Detailed knowledge of manufacturing/financial/Communications-Media-Entertainment customers

* Ability to take a sales opportunity from customer requirements through closure.

* Must be effective at developing sales opportunities for blades within client base.

Attributes:

* Strong organizational skills.

* Works on problems/projects of diverse complexity and scope.

* Exercises significant independent judgment to achieve objectives.

* Ability to stay focused on goals and objectives.

* Deep technical and ROI/TCO knowledge of product offerings.

* Willingness to travel - 50% / assigned territory.

* Ability to operate and make decisions in complex environment .

* Ability to operate with minimal tactical direction.

* Self-motivated, competitive and goal oriented.

* High energy drive to close business and exceed assigned sales goals.

* Strong presentation, sales, negotiation and influencing skills.

* Organized and has track record of working effectively on a team.

* Effective at qualifying sales opportunities and time management.

Knowledge and Skills Required:

* Ability to position and sell complex scale out solutions including networking, storage, power and cooling.

* Ability to position technology benefits of Industry Standard Server from a business, TCO and ROI perspective to CxO, director and IT management levels.

* Ability to create financial proposals to position Industry Standard Server as a cost effective solution to customer business problems.

* Ability to work through customer objections to Industry Standard Server product line.

* Ability to drive sales as part of an extended sales team.

* Ability to position Linux solutions for x86 architectures for Industry Standard Server.

* Knowledge of ProLiant Essentials and the value proposition for Industry Standard Server.

* Is considered an expert in knowledge of basic enhanced 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 Information Technology (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 basic enhanced 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.

* 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.