Industry Standard Server Sales Specialist Cape Town-1259479
Description
• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
• Formulate and expand solutions to generate additional product or service attachments and up sell revenue.
• Certain roles may also sell through the channel.
• 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.
• Work with the client up to IT management level.
• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
• May focus on growing contractual renewals for small-to-mid size accounts with limited 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.
Scope and Impact:
• Participates in general sales strategy; defines specific sales plans with manager.
• Independently sells a specific product/solution.
• Selling role may be transactional and/or demand generation focused.
• May work with and leverage external partners to deliver sale.
• May interface with any level in customer organization; focused mainly on specialist buyers, e.g. IT.
• Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
• Average size quota.
Qualifications
Education and Experience Required:
- University or Bachelor's degree preferred.
- Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
- Detailed knowledge of key customer types or customers on given products.
- Typically 3-5 years of experience in specialty sales.
Knowledge and Skills Required:
- In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
- Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
- Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
- Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
- Solid communication and presentation skills within IT at the manager level.
- Product demonstration, customer training, product installation skills. (for product specialty roles)
- Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off.
- Have enough knowledge about a product, service or solution to be able to qualify a deal.
- Negotiation of profitable deals so that HP can expand opportunities based on existing business and increase footprint and revenue.
- Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
- Regular use of Siebel updating deal profile and forecasting accurately.
