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TECHNOLOGY SERVICES SALES CONSULTANT V ( LOS ANGELES, CA)
Job Field: Office Jobs
Location: Irvine, CA
Salary: $Not stated
Location: Irvine, CA
Salary: $Not stated
JOB SUMMARY:
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<tr><td valign="top" width="450"><b>Title: Technology Services Sales Consultant V ( Los Angeles, CA)Location: United States-California-IrvineJob Number:_1051176* Develops long term sales pipeline to increase HP''s market share in specialized area.* 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 products or 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.* For Services Consultants: 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.* 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 expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO''s, typical objectives, measures, metrics.* Maintains broad market and competitor knowledge to ensure credibility with Customer ExecutivesScope and Impact* 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.* Minimal direct time with customer''s technical buyers.* Typically assigned higher than average quota. 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 12 years of related sales experience.* Project management skills required.* 3-5 years' experience in the desired specialty. Knowledge and Skills Required:* Is considered a master in knowledge of products, solution or 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 in 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 and develop a predictable revenue stream.* Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.* Excellent project oversight skills.* Works with the account team to build an effective account plan and strategy to drive incremental re
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<tr><td valign="top" width="450"><b>Title: Technology Services Sales Consultant V ( Los Angeles, CA)Location: United States-California-IrvineJob Number:_1051176* Develops long term sales pipeline to increase HP''s market share in specialized area.* 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 products or 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.* For Services Consultants: 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.* 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 expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO''s, typical objectives, measures, metrics.* Maintains broad market and competitor knowledge to ensure credibility with Customer ExecutivesScope and Impact* 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.* Minimal direct time with customer''s technical buyers.* Typically assigned higher than average quota. 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 12 years of related sales experience.* Project management skills required.* 3-5 years' experience in the desired specialty. Knowledge and Skills Required:* Is considered a master in knowledge of products, solution or 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 in 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 and develop a predictable revenue stream.* Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.* Excellent project oversight skills.* Works with the account team to build an effective account plan and strategy to drive incremental re
KEY REQUIREMENTS:
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