Sales Specialist, Server

Job description

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HP, we know that our people and values are the most important elements in this success.
 
Innovation is at the core of HP Industry Server Standards (ISS) Sales Specialist. We strive to be on the edge of new ideas and drive new technology. Our Converged Infrastructure portfolio offers solutions that competitors can’t match; ranging from the EcoPod, ProLiant Gen8 servers, CloudSystem and HP Public Cloud. HP is leading in the market.  For a record 65 consecutive quarters, HP has led in x86 server sales! This is an impressive feat in any industry, let alone the hyper-competitive server market. We’re looking for talent to help us create products that will transform the industry.
 
HP Enterprise Group is seeking a highly motivated, Sales Specialist to drive all revenue generation and customer management into an assigned portfolio of named Commercial accounts.
- Actively prospects within accounts in NY Metro  Area, to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
- Formulate and expand solutions to generate additional product or service attachments and up sell revenue.
- Certain roles may also sell through the channel. 
- 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.
- Work with the client up to IT management level.
- Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
- May focus on growing contractual renewals for small-to-mid size accounts with limited 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:
 
- Participates in general sales strategy; defines specific sales plans with manager.
- Independently sells a specific product/solution.
- Selling role may be transactional and/or demand generation focused. 
- May work with and leverage external partners to deliver sale.
- May interface with any level in customer organization; focused mainly on specialist buyers, e.g. IT.
- Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
- Average size quota.

Desired profile

Education and Experience Required:
University or Bachelor's degree preferred.
Formal training program completed in specialty and/or >1 year quota carrying telesales experience.
Directly related previous work experience.
Typically 1-3 years of sales experience in company or other relevant company in specialty sales.
 
Knowledge and Skills Required:
  
 
-         Adequate knowledge of product, service, or solution to enable a sale.
-         Can differentiate to some degree between own offerings and what competitors offer.
-         Applies specialized technical product/service/solution knowledge to assess client's business and identify opportunities to extend current business in the account.
-         Use value-added selling skills to propose additional products, services, solutions which will contribute to customer's business.
-         Work as a member of the team in providing support and giving input regarding account opportunities.
-         Contract renewal and extension facilitation skills.
-         Have enough knowledge about a product, service or solution to be able to qualify a deal.
-         Negotiation of profitable deals so that company can expand opportunities based on existing business and increase footprint and revenue.
-         Product demonstration, customer training, and product installation skills.
-         Solid communication, presentation, and time management skills.
-         All deals entered into Siebel.