End User Africa Value Sales Specialist Lead

3 weeks ago

Johannesburg, South Africa Hewlett Packard Full time

To strengthen our leading position and accelerate the AI businesses opportunities, we are looking for Sales professional Lead to hold the position of End User **Value Sales Specialist Lead**for Africa Region (SCA, NWAI):
**_ Responsibilities: _**
- Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
- Maintain knowledge of competitors in account to strategically position HP's products and 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 supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts.
- May 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.

**_ Knowledge and Skills: _**
- Understands the concepts of Virtual Reality, Artificial Intelligence, Virtual Desktop Infrastructure and Virtualization.
- Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
- Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
- 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.
- Negotiates and drives deals to ensure successful closes and high win rate.
- Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
- Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
- Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Translate product knowledge into customer's added business value.
- Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
- Conceptualizes and articulates well-targeted solutions in area of technical specialty - from proposal to contract sign-off
- Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
- Demonstrates high service knowledge and professionalism in researching and sharing service
- related information with account teams and customers.
- Understand the channel and work an effective plan to increase sales with our partners.
- Regular use of Siebel updating deal profile and forecasting accurately.
- Understands services as part of strategic product sales.
- Good prioritization and delegation skills in order to focus on the key client opportunities. Knowledge of industry trends, associated solutions, and key partner/ISV solutions.

**_
Education & Experience_**_ Recommended:_**
- Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
- Typically has 7-9 years of work experience, preferably in technical selling, consultative selling, account management, or a related field.

**_
Cross-Org Skills:_**
- Business Development
- Business Planning
- Business To Business
- Customer Relationship Management
- Finance
- Regional Sales
- Sales and Strategy Management
- Sales Process
- Value Propositions
- Driver's License
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
- We’re looking for visionaries who are ready to make an impact on the way the world works. At HP, the future’s yours to create_

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