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人数：0简历语言要求：中文语言能力：　掌握程度：熟练职位描述：DescriptionResponsible for creating and driving their sales pipeline.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 Account managers and provide input regarding business development and solution expertise.Development of quota objectives and future direction for defined product category.Some specialists also responsible for selling outsourcing deals.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.May invest time working with and leveraging external partners to deliver sale.For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.Directs or coordinates supporting sales activities
Scope and ImpactWorks on HP's larger accounts.May perform project management role.May invest time working external partners.Significant percentage of time spent di interfaces with all levels, including highest within customer organization.May develop business plan in conjunction with customer.Typically assigned higher than average quota.QualificationsEducation and Experience Required:University or Bachelor's degreeDirectly 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 specialty. Knowledge 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.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 capabilitiesAccount 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 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 solutionsUnderstands 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. Critical Competencies to Drive Business Results:New Business AcquisitionAggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP　Opportunity Qualification, Development and ClosingAssesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal HP buy-in, and wins the dealKnowledge TransferEstablishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer baseAccount Planning and AlignmentSupports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategyCustomer Relationship ManagementDemonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's account presenceMargin Management SupportSupports maintenance of the profit margin essential for protecting the business interests of HPSales Effectiveness FundamentalsTools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational CollaborationJob - SalesPrimary Location - China-BeijingSchedule - Full-timeJob Type - ExperiencedShift - Day JobTravel - No
中国惠普有限公司
行业：计算机硬件
性质：其他
规模：500人以上
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HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.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.job descriptionRecognized as an expert in your technology area, you'll be changing the ways in which companies work, not just selling a product.Engaged in both new business and existing accounts, you'll define and implement sales strategies and plans that will outperform quota and deliver net profit.And, integrated with the local sales team and liaising with marketing, manufacturing and service specialists, you'll ensure that we deliver the most coherent, best in class solutions our customers could wish for.your profile Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business Administration (MBA) or relevant experience Sound knowledge of IT sales A self-motivated, go-and-get approach and the will to win Strong presentation, sales, negotiation and influencing skills An organized, team approach Fluent English and local language skills Experience in one or more of the following areas: End-user customer sales Sales with customer visits Technical assistance providing within selling process Product demonstrations, customer training and product installation responsibilities Strategic sales account experience Definition of specific sales plans Working with external partners to deliver solution sales Interface with all levels in customer organization Average or better quota Coordination or teamleading with other sales professionals Project management role Strategic sales Business Plan development Skills Include: Detailed knowledge of key customer types or customers on given products Business plan developement Account plans and long term sales funnel development Selling of complex products Selling of solutions Project management -structured work approach Resource management Marketing skills Communication skills Negotiation skills Creative ability Consulting skills Leadership qualities, credibility Self-confidence Acuteness Willpower Intellectually flexible Synthesis
中国惠普有限公司
行业：计算机硬件
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集团公司招聘
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