Partner Sales Development Manager - Large Format Print
Description -
What a Partner Sales Development Manager - Large Format in Singapore does at HP:
- 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 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.
Individuals who do well in this role at HP, usually possess:
- University or Bachelor's Degree in Business, Marketing or related fields.
- Directly related previous work 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.
- Typically 8-12 years of advanced sales experience and 2-3 years of product sales in the desired specialty.
- Project management skills required.
- 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 capabilities.
- 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
- 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.
Sustainable impact is HP’s commitment to create positive, lasting change for the planet, its people, and our communities. This serves as a guiding principle for delivering on our corporate vision – to create technology that makes life better for everyone, everywhere.
HP is a Human Capital Partner – we commit to human capital development and adopting progressive workplace practices in Singapore.
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Job -
Sales
Schedule -
Full time
Shift -
No shift premium (Singapore)
Travel -
25%
Relocation -
Yes
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).
Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.
If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement
