This role will be a part of HP’s dynamic Commercial Organization (CO) tasked with selling Personal Systems and Services within a geographic territory.  Ideal candidates will have sales experience within the technology industry. The position is a business development role.

About HP

Innovation is in HP’s DNA. From our origins in a Palo Alto garage in 1939, to our current position as one of the world’s leading technology companies, HP has grown to become a leader in technology and corporate culture—inspiring innovators and entrepreneurs around the globe. HP brings together a portfolio that spans printing, personal computing, software and services to serve more than 1 billion customers in over 170 countries. We are committed to fostering a diverse and inclusive workplace that attracts exceptional talent and supports our employees to succeed at all levels. We dream in over 35 languages and share one mission: to engineer experiences that amaze. 

Responsibilities

• Coordinates/Owns account plans for commercial accounts in the account planning process.
• Focuses on deals/opportunities, portfolio management and selling a range of HP products and solutions.
• Long-term territory planning and pipeline building across identified named accounts
• Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.
• Scrutinize their win/loss rates and deliver improved ratios
• Works with and leverages external partners to deliver solution sale.
• Utilizes the support of pre- sales, specialists, and subject matter experts to communicate HP’s products, services, and value-add as the deal pursuit leader.
• Responsible for achieving/managing quota-based and KSO-based goals.
• Enters and is accountable for all opportunities in forecast tools
• Stays current on all products and solutions within the portfolio
• Creates and manages product configurations, pricing, demo equipment, and proposals.
• Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
• Acts as a first interface for owned accounts in collaboration with members of global business teams.
• May Train/Coach and work with Inside account reps

Education and Experience Required

• University or Bachelor’s degree or equivalent experience preferred.
• 3-5 years of experience with technology/Industry sales

Knowledge and Skills

• Solid IT acumen and how to align with specific HP services or product lines.
• Partner organization intelligence aligned with partner management skills.
• Assess solution feasibility from a technical and business perspective to determine qualify- in/quality-out status.
• Conceptualizes and articulates well-targeted solutions in area of specialty – from proposal to contract sign off.
• Negotiation skills and ability to frame the value proposition for the customer.
• Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account.
• Ability to understand the customer’s business issues and translate to HP solutions.
• Enough knowledge about product, services and client’s core business, to be able to sell transactionally, as well as generate leads.
• Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.
• Competitive selling skills.
• Self-motivated, organized, and flexible team member with outstanding written and verbal communications skills. 
• Account size ranges; may work in a small-medium, enterprise or corporate segment; varied sales cycle.
• Transactional and lead generating sales in multiple product/services lines, solutions, typically in one or more BU’s.

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