TS Support Services Sales Consultant - HP

Job Description
TS Support Services Sales Consultant - East Southern Africa-703712
Description

Job - Sales
Primary Location - Kenya-Nairobi
Schedule - Full-time
Job Type - Experienced
Shift - Day Job
Travel - No


Functions
• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area (support and renewal services).
• Maintain knowledge of competitors in account to strategically position HP's services better.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Contributes to proposal development, negotiations and deal closings.
• Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
• Will focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract-value renewals.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
• Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals

Scope and Impact: 
• May coordinate internal & external partners to deliver appropriate solution sale. 
• Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
Qualifications

Education and Experience Required: 
University or Bachelor's degree preferred.
Directly related previous work experience in Technology Services Sales.
Extensive vertical industry knowledge required.
Typically 6-8 years advanced sales experience required.


Knowledge and Skills Required: 
Is considered an expert in knowledge of 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 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.
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 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.
Fluency in English and local language is required


Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP  

Opportunity Qualification, Development and Closing
Assesses 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 deal

Knowledge Transfer
Establishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer base

Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy


Apply now