HP Industrial Software Sales Lead (APJ)

at  Hewlett Packard

CLIENT/ACCOUNT RELATIONSHIP

• Builds strong professional working C-level relationships with the client.
• Establishes a high level of personal credibility with key client executives.
• Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.
• Researches and understands the client’s industry.
• Deeply understands client business strategies and challenges.
• Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
• Advances opportunities that result in profitable revenue growth for HP.
• Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
• Leverages existing engagements and run-rate business to seed and grow new opportunities.
• Advocates for client needs during sales cycle and in addressing any delivery issues.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports.

EDUCATION AND EXPERIENCE REQUIRED:

• Same as previous plus.
• Typically 8-12 years account management experience.

PORTFOLIO KNOWLEDGE

• Strong knowledge of HP’s breadth of solutions and engages specialist resources as needed.
• Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.

SPECIALTY KNOWLEDGE

• Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
• Uses expertise in specialty, consultative, solution selling and business development skills to align the client’s business needs with solution.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates a successful ability to leverage Hp’s portfolio of products and services to change the playing field against our competition.
• Expert in the sale of IT services and outsourcing.