Ps Services Sales Specialist - Mississauga, Canada - Hewlett Packard

Hewlett Packard

Verified Company

Mississauga, Canada

2 weeks ago

Posted by:

Sophia Lee

beBee Recruiter

Description

We are currently looking for a motivated, driven Services Sales Specialist with knowledge of Personal Systems technology, in depth and lengthy Managed Services experience and solid business-to-business sales and Hunter experience.

You will be working as an overlay to the current account team, selling our entire portfolio of Life cycle services, Manageability Services, and Security Services.

Responsibilities:

Develops long term sales pipeline to increase HP's market share in IT Lifecycle Services.
Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
Provide support to the Account managers.
Set direction for business development and solution replication.
Creates and grows reference customers.
Sell complex IT Service solutions to customers on a partnership basis.
May act as a dedicated resource to a few strategic accounts.
Services specialists may also be responsible for selling small outsourcing deals.
Focus on growing contractual renewals for large accounts with more complexity, to higher

- total contract-value renewals.

Establish a professional, working, and consultative, relationship with the client, including the C level for midtolarge accounts by developing a core understanding of the unique business needs of the client within their industry.
Collaboration between Account Managers, Pursuit and Delivery teams to determine strategic approaches for sales and territory management
Maintain and use overall crossportfolio knowledge to support account leads with integration of solutions.
Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities.
Maintains broad market and competitor knowledge to ensure credibility with Customer Executives
Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account.
Actively drives ABP results through effective account management and reviews.
Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
Nurtures and closes new solution opportunities that result in incremental orders, revenue, and margins to HP.
Represents the entire HP portfolio of products and services.
Engages with Solution Opportunity Approval & Review process (SOAR).
Engages partners effectively to improve win rates and delivery of selective deals.
Meets or exceeds quarterly and annual revenue & margin quotas.
Orchestrates all HP resources and sponsorship essential for executing the account business plan.
Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio and improve win rate of selective deals.
Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.

Education and Experience Required:

University or bachelor's degree; Advanced University or MBA preferred.
Directly related previous work experience.
Demonstrated achievement of progressively higher quota diversity of business customer, and higherlevel customer interface.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Viewed as expert in given field by company and customer.
Considered a mentor of selling strategy, including designing strategy.
Typically, 5+ years of related sales experience.
Project management skills required.

Knowledge and Skills:

Is considered a master in knowledge of IT service offerings as well as competitor's offerings to be able to sell large, complex solutions.
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
Indepth knowledge of client's business, organizational structure, business processes and financial structure.
Considerable knowledge of the customer's infrastructure and architecture.
Demonstrates leadership and initiative in successfully driving services sales in accounts prospecting, negotiating and closing deals.
Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
Balance strategic and tactical pursuits to optimize coverage an