Executive Sales Specialist (f/m)
HP - Böblingen

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1041672

Description

HP is one of the world’s largest companies providing IT-related services with locations in over 170 countries. We are constantly developing new conceptions and ideas to provide easily operable products and reliable services for both private users and industrial customers. Thereby we want people to have more time for essential things.

ENTERPRISE SERVICES(ES) contains a comprehensive service portfolio of applications- and outsourcing solutions which are supporting companies in innovation and growth. With standardization, automation and outsourcing of IT- and business processes we help our customers to keep the dynamic of and to set free resources for the core business.

Therefore we are searching people with a Executive Sales background who are ready to cope with exciting customer projects. Working in a team, readiness of mind, experience in similar projects and interest in further personal development are characteristic for you? Then you should not hesitate and apply now for the position as:

Executive Sales Specialist (f/m)

Coping with the Information Explosion is key for all organizations. IM&A (Information Management & Analytics) is a fast growing business group inside HP Enterprise Services on delivering innovative solutions to their clients in order to help them with their Information Management challenges and to maximize the related business outcomes.

HP extends continuously his portfolio of Big Data, Social Intelligence and strategic Information Management consulting to solve these challenges for our customers. Our client base spans Public administration, Manufacturing, Chemical/Pharma, Utilities/Telcos and Retail.

Our solution portfolio consists of consulting services for the management of the lifecycle of data, information and documents - ranging from the creation, the analysis and delivery, the management through the preservation and archiving. The solution focus areas are Document Management (Workflow, long term archiving, e-folder, Search), Business Data Protection (Backup & Recovery, Compliance Archiving, Recordsmanagement) and Business Intelligence (Reporting, Enterprise Data Warehouse, Customer Intelligence). Our solutions are built with HP own products like Autonomy & Vertica, new HP cloud services and SW partner products from, SAP, Microsoft, SER, Siemens PLM, Informatica and Microstrategy.

As an

IM&A Sales Specialist for Germany

you will be responsible for selling HP business intelligence and information management solutions and services to end-user customers.

You will represent the IM&A unit to the customer and the customer to the company in all sales-oriented activities. The focus of this position is to acquire new BI/IM customers, by focusing on new business opportunities in named accounts.

This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique BI/IM needs of the client.

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Proactively manages portfolio of businesses in an assigned client base driving profitable business growth and development of the client partnership. Manages pipeline.

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Works with the client to define & maintain the client's overall transformation roadmap

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Closely involved in establishing and maintaining effective program governance

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Strengthens the HP/client strategic partnership developing opportunities for sell to, with, through and buy from

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Proactively develops engagements which are typically multiple technology content

Mix of fixed price and T&M deals (Mainly fixed priced). Complexity in negotiating and managing terms and conditions.

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Recognized authority in relevant solution or industry knowledge. Understands multiple HP BU and competitive solution offerings as applied to assigned customers or specific industries.

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Leads account planning and solutions.

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Builds partnership as a trusted advisor in IT solutions.

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Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of our solutions.

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Competently able to engage with client leadership executives (CIO), functional business managers and senior IT executives.

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Customer views as responsible for the complete portfolio of special business.

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Could act as an executive sponsor for an engagement.

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Oversees the client portfolio our

business throughout the project lifecycle.

Leadership relationship with domestic delivery organization and domestic supporting HPS functions (ECOS, Finance, Ops, etc.).

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Trusted account leadership with delivery and support organizations.

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Contributes artifacts to the pursuit knowledge base.

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Mentors Sales Consultant, and more.

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Participates in key initiatives to extend the Sales Consultant, CI role and enhancing CI efficiency.

Impact/Scope

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Typically qualifies large deals of complexity with more then one GBU components. May be international (a few countries) engagements.

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Participate in investment decisions.

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Work with the assigned Project Manager's to ensure engagements are delivered on time, within budget and work any issues that may arise with the client.

Qualifications

Qualifications

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Bachelor's degree in business or engineering or Master's degree in Business Administration or relevant experience

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Commercial, financial and communication skills (at C-level and level below)

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Min. 10 years experience in Consulting and Sales

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Demonstrable experience in the Services business (solutions/consultancy selling), with specific domain knowledge around business intelligence, customer insight, analytics, data warehousing and CRM

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Demonstrable experience structuring and managing deals ideally between $2-10 million in IT services

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Extensive knowledge of the business intelligence market

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Outstanding communication and negotiation skills across all levels of management (customer and in-house) fluent English (oral and written)

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Ability to work effectively in diverse, foreign and multi-cultural environments

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Ability to cope with peak workloads, short deadlines, and significant pressure

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Experience developing new account opportunities including deal analysis and structuring

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In-depth experience in field business development, sales or customer management

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Acknowledged leadership and motivational skills in large, cross-cultural teams

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Manufacturing or logistic background is a plus!

Skills

Developing client relationships - Required

Sales of software products and services - Required

Communication

Good verbal, written, speaking, and negotiation communication skills in fluent german and english

Establish personal Board level relationships within Customer Account

Establish personal relationship with HP EMEA ES Management

Preferred Personal Attributes

  • Persuasive and strong presence
  • Drive for results
  • High levels of Belief and Passion
  • Commercially and politically astute
  • Ability to influence, motivate and develop
  • Intellectual vigour and imagination
  • Energy, drive and ambition to follow through problems to their final resolution
  • Highly developed communication skills
  • Totally ethical
  • Team player
Part time work or job-sharing is also applicable to this position.

Due to extensive social benefits, flexible working hours, a competitive salary and shared values, HP is one of the world's most attractive employer.

Has your interest been awakened?

Then we are looking forward to receiving your application via our portal www.hp.com/go/jobs referring to the requisition number mentioned above.

In case of questions please do not hesitate to contact us via an email to

sabine.gruidl@hp.com

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You are also kindly invited to visit our facebook profile on http://www.facebook.com/HP/careers

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Job

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Sales

Primary Location

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Germany-Germany-Boeblingen

Schedule

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Full-time

Job Type

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Experienced

Shift

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Day Job

Travel

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Yes, 50 % of the Time

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