Information Management Software Sales Specialist Hewlett-Packard - Dubai

Job Description

As part of HP’s Software continued growth and exciting transformation we are now hiring for a senior IM sales specialist in our MEMA HQ: Dubai, UAE

The role will be responsible for but not limited to:

• Creating and driving 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.
• 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 sales.
• Directs or coordinates supporting sales activities

Scope and Impact

• Works on HP's large and strategic 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.

Desired Skills & Experience

 University or Bachelor's degree, higher degree  (Masters or MBA) preferred.

•  Directly related previous work experience, ideally within a Multinational environment
•  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.
•   2-3 years of product sales in the desired specialty (Information management)
• Proven track record of selling complex Information Management solutions, storage management, data management and/or record management solutions
• In-depth knowledge of HP software offering and/or competitors (Symantec, EMC, IBM etc)
• Middle East experience essential

Soft Skills

• Motivated and hardworking
• Excellent communication skills
• Persuasive and persistent
• Team player as well as individual contributor

Knowledge and Skills Required:

• To be considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understand the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understand 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.
• Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivate & maintain 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.
• Establish a professional working relationship, up to the executive level, with the client.
• Demonstrate leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrate high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Posses deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Understand how to leverage HP's portfolio and change the playing field on our competitors.
• Utilize Siebel as an expert and accurately forecasts business.
• Understand and sell high value software solutions
• Understand selling of services sales.
• Leverage services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintain expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

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