Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees. Learn more about HP's global Management levels.
Responsibilities
Hunter position- task is to generate Net New opportunities for PWP presses, in accounts where no HP Indigo or PageWide Presses are not installed.Independent cold calling and prospect generation activity in new accountsResponsible for creating and driving PWP sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.Maintain knowledge of PWP competitors like Canon/ Ricoh and Screen in account to strategically position HP’s products and services better.Develop a ROI and TCO tool working with Financial Consulting Services team for critical step of sales.Work with Solution Architects to conduct demo at that GEC or other current customers.Knowledge of working Microsoft Dynamics and PowerBI to plan their sales campaignsUse specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.Provide support to Account managers and provide input regarding business development and solution expertise.Articulate the full Value proposition of PWP solutions from Workflow to press to finishing options.Some PWP specialists also responsible for selling with BlueCrest as a partner in net new accounts.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.Education and Experience Required
University or Bachelor’s degree / 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.Typically 8-12 years of advanced sales experience.Project management skills required.2-3 years of product sales in the desired Commercial Inkjet specialty.Knowledge and Skills
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.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 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 needsExcellent 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 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.Utilizes Siebel as an expert and accurately forecasts business.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.Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.Impact/Scope
Works on HP’s larger accounts.May perform project management role.May invest time working external partners.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.Typically assigned higher than average quota.Complexity
May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.Accounts may be international or global.Orchestrates the regional pursuit resources for the account.Typically assigned higher than average quota.Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.May perform project management role.Coordinates external partners.The on-target earnings (OTE) range for this role is $177,800 to $273,800 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.
Benefits:
HP offers a comprehensive benefits package for this position, including:
Health insuranceDental insuranceVision insuranceLong term/short term disability insuranceEmployee assistance programFlexible spending accountLife insuranceGenerous time off policies, including; 4-12 weeks fully paid parental leave based on tenure13 paid holidays15 days paid time off (US benefits overview)The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.