Copier Technical Sales Specialist (A3)

Job Description

• The A3 Technical Sales Specialist will carry a sales quota and function as the A3 technical lead in the sales pursuit.
• Manage many A3 sales opportunities at one time and prioritize appropriate resources.
• Applies developed subject matter knowledge to solve common and complex technical issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business and technical issues.Responsibilities:
• Opportunity analysis
• Gathers and assesses customer needs, both business and technical.
• Identifies related needs (lead generation, opportunity expansion).
• Identifies site-specific parameters and constraints that impact the solution
• Identifies required project steps.
• Identifies likely problem areas that require attention.
• Identifies probable competition and product roll-out data/training needs.
• Solution Planning and Design.
• Architects an appropriate technical solution to meet the customer's requirements.
• Investigates and optimizes a solution's fit to the requirements of an opportunity.
• Adapts solution design to new requirements.
• Establishes the validity of a solution and its components.
• Identifies the growth path and scalability options of a solution and includes these in design activities.
• Generates an implementation plan with timelines for the solution.
• Creates the appropriate test plan as required.
• Anticipates some of the potential challenges for the proposed project plan.
• Assesses likely competitive threats.
• Assists with requests for expertise from peers.
• Knowledge of SW solutions and how they interface with the A3 devices and client's IT environment.
• Client/customer relationship
• Maintains excellent communications with customer management.
• Represents HP as technical expert with customers; shares knowledge in area of expertise.
• Advances opportunities through the use of effective consultative selling techniques.
• Builds customer loyalty through being a trusted advisor.
• Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
• Communicates and articulates the details of their component roles in a proposed customer solution.
• Team collaboration.
• Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
• Transfers knowledge to Presales peers via contributing participation in education programs.
• Identifies overlooked opportunities within the account.
• Analyzes and provides support to deals in the pipeline where needed.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
• Understands the roles and affectively engages other teams and resources within HP and partners.
• Communicate often with the HP account sales team and broader HP teams.Education and Experience Required:
• Technical University or Bachelor's degree preferred.
• Typically 5-8 years experience in technical selling and/or consultative selling.
• Experience in industry desired.
• Technical and/or solution experience in vertical industry preferred.Knowledge and Skills:
• Technical/Solution acumen.
• Strong knowledge of HP A3 HW platform
• Demonstrates a solid knowledge of HP's breadth of solutions.
• Demonstrates deep technical capabilities in assigned area of specialization
• Awareness in competitive solutions knowledge.
• Understands data business center components and how IT is used to address business needs.
• Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems.
• Demonstrated ability to work as the lead for components of large complex projects.
• Has a high level understanding of the HP product roadmaps for multiple BU's.
• Has demonstrated hands-on level skills with some of the technology.
• Business acumen.
• Strong ability to forecast, progress deals through the sales process and close deals.
• Strong communicator with the client, HP sales teams and sales management (forecasting).
• Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning proposed solutions.
• Applies understanding of the customer's value chain and business requirements when designing and proposing solutions.
• Communicates the value of the solution in terms of financial return and impact on customer business goals Industry acumen.
• Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges.
• Strong knowledge of industry competitors and how HP can win
• Ability to create win strategy for A3 sales pursuits
• Solution selling.
• Demonstrates solid questioning techniques and related communications skills with customer managers.
• Demonstrates understanding of the competition as well as good positioning & strategy.Key tasks:•Work closely with sales teams in the pursuit of new logo, named account contractual print business•Engage directly with customers to understand and solve technical and business challenges leveraging HP’s broad array of print hardware and solutions.• Identify technical hardware and sales differentiators and articulate HP Solutions in a technical forum• Understand customer technical needs & workflow requirements• Understand the customer's business environment and business process gaps that can be addressed with HP MPS and HP Solutions• Develop relationships with technical influencers• Deliver expertise in print hardware, services and solutions• Actively participate in the development and execution of strategic account plans with account managers and specialists• Provide technical leadership for account team and ensure implementation of HP hardware, solutions and services• Initiate reviews regarding status of key technical sales related initiatives• Maintain a tight interface with pursuit and analyst teams• Facilitate and deliver technical workshops to establish a deep understanding of the HP value proposition
• 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:

• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
• Develops business plan in conjunction with customer.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.
• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
• Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
• Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Volume Direct or Indirect).

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