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title: solution or service offerings as well as competitor's offerings,
deep knowledge of products.
. maintain knowledge of competitors in accuont to strategically position hp's products and services better.
knolwedge and skills required:
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.seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
extensive vertical industry knowledge required.
utilizes siebel as an expert and accurately forecasts business.
. assigned average or higher size quota.
education and experience required:
university or bachelor's degree preferred.
cultivates & maintains positive relationships with custmoers to ensure accuont retention & growth, and position hp as the preferred vendor for meeting all business needs
excellent project manaegment skills.
typically 5-8 years advanced saels experience required.
. develop pursuit plnas and manage the pipeline to ensure alignment with accuont managers.enterprise, or corporate segment; varied sales cycle,
. account size ranges; may work in a small-medium.may coordinate internal & external partners to deliver appropriate solution sale.
understands the industry and market segment in which key accuonts are situated, and integrates this knowledge into consultative selilng.
. build sales readiness and reduce client learning curve through effective knowledge trasnfer in area of specialization.
collaborates with manaegment and sales teams in shared accounts to ensure seamless integration of specailist sales with other sales actiivties.
leverages services as part of strategic product sales.
. may foucs on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.
demonstrated success in achieving progressively higher quota.
understands and sells high value software solutions
understands selling of services sales.negotiations and deal closings,
. contributes to proposal development.
understands how to leverage hp's portfolio and change the playing field on our competitors.
directly related previous work experience.businesses & offers, ensure accurate forecasts, and provides an interface between hp and its cusotmer base
account planning and alignment
supoprts the development of account plans that focus sales activities, and wins the deal
knowledge transfer
estalbishes hp' techincal crediiblity with customers, and intergate specialist-selling seamelssly wihtin an ovearll account strtaegy
cusotmer relatoinship management
demontsrates customer-senstiive pracitces wihtin accounts to supoprt trsut in hp and advnace hp's account preesnce
magrin management supoprt
supports maintneance of the prfoit margin essential for protecting the business interests of hp
sales effectiveness fundamentals
tools & resources utilization, competitive positioning, defines and positions well-targeted solutions to generate customer acceptance, organizational collaboration, educates account teams in area of specialization, develop internal hp buy-in.by developing a core understanding of the unique business needs of the client within their industry, relationship with the client, working, and consultative,
. establish a professional.
establishes a professional working relationship, up to the executive level, with the client.sales account manager (esp) / ??????????? (esp)
location: japan
other locations:
.
understands and applies program/project management methods and processes to define, cost, track and ensure successful pursuit, resource, plan.
demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
. work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to c-level engagements for more complex solutions in smaller
accounts.
demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.metrics, measures, typical budgets of the cio's, typical objectives, maintenance,
maintains expertise on it at all levels - new applications.
. interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
maintain expertise of industry trends, associated solutions, and key partner/isv solutions.
. establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.and risk to hp of proceeding, competitive presence and strength,
critical competencies to drive business results:
new business acquisition
aggressively searches for opportunities in new or existing accounts, development and closing
assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, expanding business in a way that ensures profitability for hp
opportunity qualification.
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.
scope and impact:
.

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