09 December 2013

Vacancy at HP

Description

 
    The Technology Support Services (TSS) Sales Specialist will be responsible for creating a sales pipeline and closing of deals for TSS Annuity Contracts, Attach CarePack Services and Lifecycle Events Services within key verticals in Nigeria.

       
    Job Description
       
      • Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area (support services).
      • Maintain knowledge of competitors in account to strategically position HP's services better.
      • Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
      • 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.
      • Contributes to proposal development, negotiations and deal closings.
      • Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
      • Will focus on growing contractual renewals for mid size accounts with some 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
    • May invest time working external partners.
    • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.

    Qualifications

     
    .
    Education and Experience Required:
     
    • University or Bachelor's degree preferred.
    • Directly related previous work experience.
    • Demonstrated success in achieving progressively higher quota.
    • Extensive vertical industry knowledge required.
    • Typically 6-8 years advanced sales experience required.
    Knowledge and Skills Required:
     
    • Is considered an expert in knowledge of 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 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.
    • Understands how to leverage HP's portfolio and change the playing field on our competitors.
    • Utilizes Siebel as an expert and accurately forecasts business.
    • 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 CIO's, typical objectives, measures, metrics.
     

    Job

     - Sales

    Primary Location

     - Nigeria-Nigeria-Lagos

    Schedule

     - Full-time

    Job Type

     - Experienced

    Shift

     - Day Job

    Travel

     - Yes, 25 % of the Time