Description

NOTE: This is a pipeline position; Pipeline requisitions are for future hiring needs.

Business Environment and Job Description business environment

HP dreamed of pioneering e-commerce and m-commerce...and it's happening. We dreamed of intelligent appliance, infrastructure and e-solutions...and it's happening, too.

All it takes is imagination. Lots of it. Which is why our approach is not just to sell boxes.

Our sales organization delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions as well as stand-alone products. And that's how we lead the e-services revolution

The impact of e-services is transforming our customers' business... transforming the experience of their customers... transforming our customers' value... enabling us to become catalysts in creating processes, redefining industry structures and changing the markets in which we operate.

We've built a sales operation with offices throughout the world. In every one of them is a team of inventive, capable people... committed to serving their customers and with the drive to meet demanding targets.

In this role, you will work on a sales team as the Storage Sales Specialist. Maintaining the balance between delivering customer satisfaction and meeting commercial goals and profit growth, you'll develop and implement strategic and tactical, Information Storage specific account plans for mid-market enterprise class customers, build the "partnering" relationship, and apply a consultative sales technique to your work with customers' senior executives. Responsibilities include storage products/solutions presentations, responding to RFPs, solution selling, developing strategic business plans, developing a sales pipeline and closing business. In addition, you will be responsible for being able to illustrate the competitive advantage to purchasing HP storage solutions.

Specific duties include:

Develop and implement Information Storage specific business plans and processes to increase customer sales within midmarket enterprise companies.

• Support the efforts of the account team to manage the alliance life-cycle including: market assessment, target account selection, business review, technical review, human/thought capital review, training, and value creation of joint eBusiness solutions which combine core competencies.
• Leverage and cultivate partner relationships to become a trusted advisor and gain their collaboration to support the HP StorageWorks brand as it becomes recognized.
• Consistent attainment of assigned sales quota.

Qualifications

Requirements:

Minimum 5 years technical Storage Sales experience.

• Minimum four year college degree in Business or years experience equivalent
• Track record of revenue generation by effectively structuring projects and deals.
• Experience developing and reviewing account and sales plans (short-mid-long term)
• Experience leveraging and building strong relationships with senior executives at client firms, industry leaders and partners throughout the value chain
• Must have previous experience dealing with C-Level executives and be able to demonstrate excellent relationship skills.
• Deep understanding of Data Storage products and Information Lifecycle solutions.
• Self starter with excellent communication skills demonstrated through interview process and previous job opportunities.
• At least ten years high level, direct or indirect sales and account management experience.
• Consistent track record of quota attainment
• Self-motivated, go-and-get approach and the will to win.
• Strong presentation, sales, negotiation and influencing skills.
• An organized, team approach.
• Knowledge of IT solutions to address key trends within the Information Storage industry.
• Analytical problem solving: ability to use systematic approaches. Risk analysis, Scenario planning, Accurate Sales Forecasting (+/-10%).
• Prefer strong knowledge of HP's StorageWorks products, solutions and services.
• Ability to understand HP's key Storage competitors, anticipate theirmoves and deploy deal winning tactics.
  

Competencies:
Creativity: Ability to generate unique and novel solutions to meet customer needs.
Decisiveness: Ability to make the right decisions quickly on available information and take action.
Leadership: Ability to influence or persuade the opinions of others in a desired direction.
Timeliness: Ensure deals are on track for timely closure.
Risk taking: act as an entrepreneur.