Sales Specialist

Our vision is to create technology that makes life better for everyone, everywhere — every person, every organization, and every community around the globe. This motivates us — inspires us — to do what we do.

Serves as the overall account leader (single point of contact) for named accounts in the Colorado, New Mexico, and Arizona marketplace; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for HP. Specializes in print hardware, software, services contractualy or transactionally with focus on targeting and closing new logo clients. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.

* Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates. * Extensive time working with and leveraging internal and external partners to deliver solution sale. * Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level. * Develops business plan in conjunction with customer. * Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP. * Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports. * Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin. * Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices. * Ability to implement margin recovery activities/strategies. * Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams. * Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly.

**Education and Experience Required:** * University or Bachelor's degree * Directly related previous work experience. * Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface. * Extensive selling experience within industry and on similar products. * Typically 4-10 years of advanced sales experience. * Project management skills required. * 2-3 years of product sales in the desired specialty. **Knowledge and Skills Required:** * Is considered highly knowledgeable of print 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 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 company'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 company 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. * Deep knowledge of products, solution or service offerings as well as competitor's offerings. * Understands how to leverage company's portfolio and change the playing field on our competitors. * Utilizes Siebel as an expert and accurately forecasts business. * Understands and sells high value software solutions * 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.