Networking Sales Specialist – HP

Job Description

  • Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to HP.
  • Responsible for creating and driving their sales pipeline for full networking portfolio in Nigeria.
  • Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
  • Maintain knowledge of competitors in account to strategically position HP’s products and services better.
  • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
  • Development of quota objectives and future direction for defined product category.
  • 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.
  • May invest time working with and leveraging external partners to deliver sale.
  • Scope and Impact
  • Works on HP’s larger accounts.
  • May invest time working external partners.
  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
  • May develop business plan in conjunction with customer.

Qualifications
Education and Experience Required:

  • Directly related account management experience and work results including success in achieving progressively higher quota or other sales related goals within the Networking industry
  • Proven sales excellence in networking industry is required.
  • University or Bachelor’s degree; advanced or Master’s degree preferred
  • Typically 7+ years of experience in sales

Knowledge and Skills Required:

  • Is considered an expert in knowledge of 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 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
  • 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 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.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Leverages services as part of strategic product sales.
  • Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

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