EMEA Services Sales Consultant

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• Overview


• Success profile


• What it's like to work at HP


• Rewards


• Testimonial


• Responsibilities

Overview

Would you like to continue to grow your career in sales in a diverse and collaborative company, that values how you win as much as what you win? At HP we value you and your time, we nurture our sales team to be able to deliver and grow, so that we can together achieve.

• Full Time


• Level: Middle


• Travel: Minimal (if any)


• Glassdoor Reviews and Company Rating

Success profile

What makes a successful Sales Specialist at HP? Check out the top traits we’re looking for and see if you have the right mix.

• Achiever9


• Competitive10


• Motivational6


• Organized9


• Persuasive7


• Relationship expertise10

10

What it's like to work at HP

Meet our people: Josep Maria Avila

Learn more about what an Inside Sales Representative does at HP.

Employee spotlight - Sebastiaan, Sales

Sebastiaan works on mapping out the future strategy on how HP goes to market. Learn more about his role in this video.

Rewards

• Medical




• Dental




• Vision




• 401(k)/Retirement plans
  
  (USA)




• Maternity & Paternity Leave




• Paid Time Off

• “I like working at HP because of the strong re-invention spirit, which encourages me to think out of the box with a growth mindset!”

  Ronnie Lee
  
  Regional Personal Systems Lead




• “At HP, 15 years ago, I was offered the opportunity to be accountable as an individual performer as a UK and European sales person. After five years I took this experience to build and lead a high performance business culture. Our culture is to trust people to make bold decisions that can deliver the extraordinary; which is both extremely rewarding and often scary. I have been lucky enough in my career to see many different countries and work with a lot of diverse people. The market may have changed during these 15 years but HP continues to offer better opportunities then it did when I joined.”

  Phil Oakley
  
  Regional Business Manager

Responsibilities

Job ID 3032211
Primary Location Bracknell, , United Kingdom
Other Location Amstelveen, Netherlands;Meyrin, Switzerland;
Date posted 07/30/2018

At HP, talent is our criteria. Join us in reinventing the standard for diversity and inclusion. Bring your awesomeness, and just be you!

At HP, we believe in the power of ideas. From cutting edge personal digital equipment to the most powerful IT solutions, we use ideas to put technology to work for everyone. And we believe that ideas thrive best in a culture of teamwork. That is why everyone—at every level in every function—is encouraged to have original ideas, to express them and to share them. We believe anything can be achieved if you really believe in it, and we will invest in your ideas to change lives and the way people work. This vision is what sets us apart as a company. At HP we work across borders, and without limits. Global virtual teams share resources and pool their big ideas to solve business issues and meet personal goals. Everyone is valued for the unique skills, experiences and perspective they bring. That’s how we work at HP. And it’s how ideas—and people—grow.

As part of the EMEA Personal Systems Services team the Services Sales Consultant is responsible for developing Services Sales on a smaller set of accounts of greater strategic (long term) value to HP. His/her role is to grow sales of HP Services (inc. Device as a Service) by developing a qualified funnel of key opportunities, develop a win strategy plan, engage with pursuit and manage successful deal closing.

Responsibilities:

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.


• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.


• Provide support to Account General Managers/ Global Account Managers and provide input regarding business development and solution expertise.


• Development of quota objectives and future direction for Services and Device as a Service


• Maintain knowledge of competitors in account to strategically position HP's products and services better.


• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.


• Contribute to enduring executive relationships that establish HP’ consultative professionalism and promote its total solution capabilities.


• Understand and qualify customer business objectives and drivers


• Establish compelling customers Business Cases


• Understand critical success factors (include global solution, business & legal terms, financial, executive & customer relationships, decision making process, balance of trade).


• Develop Services/ DaaS sales strategy as well as a solution design to win and a win strategy plan


• Maintain knowledge of competitors in account to strategically position HP's products and services better.


• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

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 higher level customer interface.


• Prior selling experience includes multiple, diverse set of selling responsibilities.


• Viewed as expert in Workplace Services by company and customer.


• Considered a mentor of selling strategy, including designing strategy.


• Typically 12+ years of related sales experience.

Knowledge and Skills:

• Is considered an expert in knowledge of 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 HP'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 HP as the preferred vendor for meeting all business needs


• 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 HP's portfolio and change the playing field on our competitors.


• 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.

Impact/Scope

• Works on a smaller number of accounts of greater strategic (long term) value to HP.


• Significant percentage of time spent directly with customer interfaces with all levels.


• Typically assigned higher than average quota.

Complexity

• Leads sales engagements where Services and Device as a Service is the key to a profitable and successful delivery.


• Accounts are international or global.


• Orchestrates the regional & global pursuit resources for the account.


• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.

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