Communication & Media Solutions Software Sales Account Principal at HP

CMS Sales Organization is seeking a Telecom Account Principle for Nigeria and West Africa who has in-depth understanding of selling telecommunication solutions.
The Communication and Media Solutions (CMS) business unit is the solution powerhouse of HP Enterprise Services (HPES) focusing exclusively the Communication & Media market need.
CMS business is a strategic declaration by HP of the importance of industry specific, services and software rich solutions. The organization is built around our capabilities in four solution domains – Application and Cloud Enablement, Actionable Customer Intelligence and BSS, Next Generation Operations Support Systems, Multimedia and Entertainment. This is a fully aligned functional organization with a solutions business model, built on a mix of consulting & integration services combined with software IP. CMS is part of a wider HP focus on the Communications, Media and Entertainment customer segments.

Description

• As a CMS Account Principle, he/she will work directly with HP sales, delivery, presales and domain sales organizations in particular for Nigerian and West African Telecom Accounts.
• CMS Account Principles will drive key sales initiatives, develop pipeline and ensure the proper execution of overall sales strategy and targets in the relevant accounts.
• Create a winning team spirit and motivate
• Create relationship with CIO, CTO, CMO, CFO and articulate and further build our USPs and value proposition
• Ensure and secure the on-boarding of the required resources to win
• Lead the sales process from all required angles:
  • USPs, Commercial, Economical, Financial
  • Value Proposition, Solution, Technical,
  • Competition, Political, Trade Balance
  • Time-lines and sales processes
• Recognized as an expert in telecom software area, he/she’ll be selling solutions that change the ways in which companies work, not just selling a product.
• Account Principle will define and implement sales plans that will create and develop new opportunities.
• Develop custom approaches to propose to prospects in order to maximize sales
• Deliver quota/orders to plan across EMEA – license, support and services
• Collaborate with virtual team to orchestrate complete customer solution
• Timely and consistent reporting of progress both to the team and to management

Qualifications
Education and Experience Required

• Proven experience in closing large & complex solution deals in the Communications Segment
• Experienced in working with System Integrators and Solution Consulting Companies
• Experienced in working and selling to with senior management at CxO level
• Bachelor’s degree or equivalent
• Experience in working with Network Equipment Providers
• Cultural awareness and sensitivity, and ability to work in multiple geographies

Profile & Knowledge Required
• Experienced in the Selling into the Communication segment for 12+ years;
• Well-connected into the Telecom-segment with a relevant personal network of contacts;
• Experienced to work in partnering models;
• Able to create/address the eco-system that comes with large deals:
• Spider-in-the-web personality
• Able to delegate (up, down and side-ways)
• Team-player in a leading position; likes to lead but will delegate
– Communications and Media Solutions background is preferred
• Personal Profile: sales & opportunity driven; loves to win; a closer; agile; persuader; think out-of-the box;

• Excellent communication and negotiation skills

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