Global Services Sales Consultant – HP – Meyrin, GE

At HP, we believe in the power of ideas. From cutting edge personal digital equipment to the most powerful IT solutions, we use ideas to put technology to work for everyone. And we believe that ideas thrive best in a culture of teamwork. That is why everyone—at every level in every function—is encouraged to have original ideas, to express them and to share them. We believe anything can be achieved if you really believe in it, and we will invest in your ideas to change lives and the way people work. This vision is what sets us apart as a company. At HP we work across borders, and without limits. Global virtual teams share resources and pool their big ideas to solve business issues and meet personal goals. Everyone is valued for the unique skills, experiences and perspective they bring. That’s how we work at HP. And it’s how ideas—and people—grow.

As part of the Global Personal Systems Services team, the Services Sales Consultant is responsible for developing Services Sales on a smaller set of accounts (Tier 1) of greater strategic (long term) value to HP. His/her role is to grow sales of HP Services (inc. Device as a Service) by developing a qualified funnel of key opportunities, develop a win strategy plan, engage with pursuit and manage successful deal closing.

Responsibilities:

  • Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
  • 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 Account General Managers/ Global Account Managers and provide input regarding business development and solution expertise.
  • Development of quota objectives and future direction for Services and Device as a Service
  • Maintain knowledge of competitors in account to strategically position HP’s products and services better.
  • 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.
  • Contribute to enduring executive relationships that establish HP’ consultative professionalism and promote its total solution capabilities.
  • Understand and qualify customer business objectives and drivers
  • Establish compelling customers Business Cases
  • Understand critical success factors (include global solution, business & legal terms, financial, executive & customer relationships, decision making process, balance of trade).
  • Develop Services/ DaaS sales strategy as well as a solution design to win and a win strategy plan
  • Maintain knowledge of competitors in account to strategically position HP’s products and services better.
  • Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

Education and Experience Required:

  • University or Bachelor’s degree; Advanced University or MBA preferred.
  • Directly related previous work experience.
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  • Prior selling experience includes multiple, diverse set of selling responsibilities.
  • Viewed as expert in Workplace Services by company and customer.
  • Considered a mentor of selling strategy, including designing strategy.
  • Typically 12+ years of related sales experience.

Knowledge and Skills:

Impact/Scope

  • Works on a smaller number of accounts of greater strategic (long term) value to HP.
  • Significant percentage of time spent directly with customer interfaces with all levels.
  • Typically assigned higher than average quota.

Complexity

  • Leads sales engagements where Services and Device as a Service is the key to a profitable and successful delivery.
  • Accounts are international or global.
  • Orchestrates the regional & global pursuit resources for the account.
  • Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.

ENVOYER VOTRE CANDIDATURE

Retour haut de page