Enterprise Svcs Sales Exec - Retail and/or CPG

Profile

Sales Executive
Information Management & Analytics (IM&A)
Retail and/or CPG Industry Focus
The HP Enterprise Services Sales organization delivers a unique customer experience combining the services of a talented consulting organization and powerful tools, including the Autonomy and Vertica suite of products. The Sales Executive is responsible for selling Information Management services to end-user customers in assigned corporate accounts. The focus of this position is to maintain and grow the base business as well as driving new business opportunities. This will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique business needs of the client within their industry.



The Sales Executive is expected to: Tailor strategy and solutions to meet the needs of the customer and interface with both internal and external/industry experts to assess needs and facilitate solution development.
Apply subject matter and industry knowledge to solve common and complex business issues and recommend appropriate solutions that range in complexity and scope.
Provide leadership to the account team in creating and directing sales strategies.
Work on accounts of greater dollar and/or strategic (long term) value; typically of higher risk to HP
Develop account plans and long-term sales funnel to increase HP's market share.
Sell complex products and solutions to customers on a partnership basis, or may act as a dedicated resource to a few strategic national/super region accounts directs and coordinates supporting activities
Dedicate a significant percentage of time directly with the customer; interfacing at all levels with a majority time spent with the customer management team and technical buyers
Responsibilities
Insure the smooth transition of new IM&A business from sales to delivery
Coach and mentor account delivery leaders on client relationship management issues
Provide feedback on customer requirements to the HP strategic planning function
Insure compliance with HP sales processes and new business approval requirements
Coordinate the relationship between key client personnel and HP senior executives
Manage global relationship management issues with other geographic units of HP focused on the same client.
Share industry, deal, and sales best-practice knowledge with the HP sales community.
Job Essential Functions
HP IM&A Sales Executive is responsible for managing the sales process from identifying prospects through negotiating contracts.

Other job essential functions include, but are not limited to, the following: Create and maintain account sales plan
Identify opportunities within assigned accounts and create strategies for each
Utilize business and financial knowledge to create value propositions
Execute competitive sales tactics to win business
Lead or participate in contract negotiations
Manage demand and qualify opportunities
Apply strong industry knowledge in their
Manage both internal and external resources
Qualifications
Education
:


Undergraduate degree, preferably in Computer Science, Business, Economics, Communications, or Engineering. An MBA, graduate degree in Computer Science, Economics or Engineering.

Experience:
5-10 years of IM&A selling experience in an HP targeted industry.
Past experience in closing deals of $1M to $15M Total Contract Value
Knowledgeable of IM&A service lines
Ability to establish department head and senior executive level relationships
Track record of meeting/exceeding yearly quota
Experience selling IM&A solutions with alliance partners
Superior prospecting skills
Capability to understand HP IM&A offerings and articulate those offerings to the industry and prospects
In-depth experience including RFI/RFP proposal development, management and response
Strong contract negotiations and closing skills
Superior presentation development and delivery skills
Travel up to 50%
Significant experience and demonstrated achievement in one or more of the following fields
IM&A services sales, relationship, and account management experience
Senior level IM&A management re
sponsibility within a major firm
Senior-level IM&A consulting and/or IT strategy consulting to major organizations
Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP
Opportunity Qualification, Development and Closing
Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal HP buy-in, and wins the deal
Knowledge Transfer
Establishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer base
Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy
Customer Relationship Management
Demonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's account presence
Margin Management Support
Supports maintenance of the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
Bob Misner
HP Enterprise Services
Phone: not applicable

Company info

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