695213 Consulting Sales Executive V (South Central USA)

695213 Consulting Sales Executive V (South Central USA)

• Develops long term sales pipeline to increase HP's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• 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.
• Services specialists may also be responsible for selling small outsourcing deals.
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.
• 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 IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

 Scope and Impact

• 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.
• Minimal direct time with customer's technical buyers.
• Typically assigned higher than average quota.

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 given field by company and customer.
•  Considered a mentor of selling strategy, including designing strategy.
•  Typically 12+ years of related sales experience.
•  Project management skills required.
•  3-5 years' experience in the desired specialty. 

  Knowledge and Skills Required:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
• Understand and sells high value software solutions.
• Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.