Sales Specialist V, Cloud (New York)

Sales Specialist V, Cloud (New York)

Title: Sales Specialist V, Cloud (New York)
Location: United States-New York - New York City


* Develops long term sales pipeline to increase HP's market share
* Pursue and win new Cloud customers
* Use expertise to seek out new design-in opportunities in both new and existing Cloud customers.
* Educate customers on HP's technology and program and develop a working knowledge of Cloud product selection.
* Provide support to the Account managers. Set direction for business development and solution replication.
* Creates and grows reference customers
* Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
* Align and advise go to market strategy with HP's global capabilities.
* Establish a professional, working, and consultative, relationship with the client, 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.
* Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
* Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities
* Maintains expertise on at all levels - new products/projects, program management, product life cycles, supply-chain/manufacturing services, tailored services, and customer metrics.
* Maintains market and competitor knowledge to ensure credibility with Customer Executives
Scope and Impact
* Works on an assigned set of existing Cloud Clients and pursuits of strategic (long term) value to HP.
* Significant percentage of time spent directly with customer interfaces with all levels.
* Balance of time spent in customer C-suite, engineering, and product management.
* Typically assigned higher than average quota.
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. Typically 8-14 years of advanced sales experience. Project management skills required. 2-3 years of product sales in the desired specialty.

Knowledge and Skills Required:

. 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.
. Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the Technical Specialist (CIO)s, typical objectives, measures, : Sales