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 best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

• Responsible 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 are 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.

Education and Experience Required:

• Bachelor's or master's degree

• Typically 5-12 years of advanced sales 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

• Project management skills required

• 2-3 years of product sales in the desired specialty

• Business fluent in German and English

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 capabilitie.

• 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.

• 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.

What do we have to offer?

• Employee-oriented corporate culture - our «HP Way (https://jobs.hp.com/why-work-at-hp/) »: we value enthusiasm, regular feedback, trust and respect within our teams. We want to promote meaningful innovation within each and every employee by giving them the opportunity to grow from their mistakes and get new inspirations through collaboration in our regional/global teams

• A well-adjusted work-life-balance due to flexible working hours and home office regulations

• Attractive salary package with additional benefits, such as 30 paid leave days, company pension plans, a long-term time account, bike leasing, employee counselling programs, wellness initiatives etc.

• Equal opportunities and continuous career development, e.g. as part of the global mentoring programs, e-learning platforms

• Multiple Employee Impact Networks such as Next Generation Network, Women's Network and Pride Network which organize interesting trainings and after-work events to expand your network

You are convinced to be a perfect match? Then join our HP family and apply now! ( please provide CV in English )

You want to know more about us? Then click here to get more insight into our «HP Way» :

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Equal Opportunity Employer (EEO):

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).