Ps Services Sales Specialist

7 months ago

Mississauga, Canada Hewlett Packard Full time

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 mid-to-large 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 cross-portfolio 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 higher-level 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.
- In-depth 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

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