(Pipeline) HP Enterprise Business - ESSN Sales Specialist IV, Systems (West)(Hewlett-Packard Company), Array

Title: (Pipeline) HP Enterprise Business - ESSN Sales Specialist IV, Systems (West)Location: California - San Francisco* Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.

• Maintain knowledge of competitors in account to strategically position HP's products and services better.
• 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 External Active Monitoring (EAM)s/Client Account Manager (CAM)s and provide input regarding business development and solution expertise.
• 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.
• Spend large portion of time working with and leveraging external partners to deliver sale.
• Directs or coordinates supporting sales activities
• May perform project management role.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
• May develop business plan in conjunction with customer.
• Lead and/or partner with HP account teams to identify, develop, qualify and close Industry Standard Server business in assigned accounts or territory
• Creation and execution of detailed sales plan to achieve revenue objectives.
• Maintain monthly forecast and sales pipeline
• Develop and maintain close working relationships with appropriate internal and external Industry Standard Server resources and partners.
• Participate in account planning and strategy activity
• Understand and appropriately leverage Industry Standard Server sales and support resources
• HP Industry Standard Server technology sales lead and evangelist for assigned territory or accounts
• Present Industry Standard Server benefits, features and value differentiation to improve HP's win rate with BladeSystem based solutions
• Articulate appropriately at all customers levels the Industry Standard Server roadmap for products features and benefits
• Work to increase awareness and interest in HP Industry Standard Server solutions in assigned territory or accounts
• Maintain high level of knowledge on HP Industry Standard Server products, roadmaps, competition, pricing, market share, and key BladeSystem differentiation. Education and Experience Required:Directly related previous work experience. Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.

Extensive selling experience within industry and on similar products.

• Four year degree or equivalent experience
• 5-8 years related field sales experience. Ideally has done technical field selling or been a sales representative selling a technical product.
• Must know how to effectively sell a technical product/solution. Must understand product/solution, features/benefits and sell product/solution to customer.
• Experience calling on multiple levels within account including everything from CXO through System Administrator. Must understand role in decision making process for each level within the customer.
• Solid track record of over quota achievement in technology sales
• In depth Industry Standard Servers and blade server market background and experience
• Detailed knowledge of manufacturing/financial/Communications-Media-Entertainment customers
• Ability to take a sales opportunity from customer requirements through closure.
• Must be effective at developing sales opportunities for blades within client base.

Attributes:

• Strong organizational skills.
• Works on problems/projects of diverse complexity and scope.
• Exercises significant independent judgment to achieve objectives.
• Ability to stay focused on goals and objectives.
• Deep technical and ROI/TCO knowledge of product offerings.
• Willingness to travel - 50% / assigned territory.
• Ability to operate and make decisions in complex environment.
• Ability to operate with minimal tactical direction.
• Self-motivated, competitive and goal oriented.
• High energy drive to close business and exceed assigned sales goals.
• Strong presentation, sales, negotiation and influencing skills.
• Organized and has track record of working effectively on a team.
• Effective at qualifying sales opportunities and time management.

Knowledge and Skills Required:

• Ability to position and sell complex scale out solutions including networking, storage, power and cooling.
• Ability to position technology benefits of Industry Standard Server from a business, TCO and ROI perspective to CxO, director and IT management levels.
• Ability to create financial proposals to position Industry Standard Server as a cost effective solution to customer business problems.
• Ability to work through customer objections to Industry Standard Server product line.
• Ability to drive sales as part of an extended sales team.
• Ability to position Linux solutions for x86 architectures for Industry Standard Server.
• Knowledge of ProLiant Essentials and the value proposition for Industry Standard Server.
• Is considered an expert in knowledge of basic enhanced 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 Information Technology (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
• Excellent project management skills.
• 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 basic enhanced 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.