Services Sales Consultant - North America

Description -

Job Description:

• In partnership with HP/Poly Account Management, Sales Engineering teams and Channel Partners, the Sales Consultant, Collaboration Services will identify the services needs of HP/Poly clients and develop and present a complete service solution ranging from standard offerings to complex global custom engagements.

• As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into HP/Poly opportunities

• Assume Management responsibility for a specific geography (North America). Develop an Execution Plan together with the Regional Sales Directors and Area VP which addresses maximum coverage of the assigned geography through direct end user interfaces as well as leveraging channels

• Execute the business plan, with emphasis on developing and maintaining strong business relationships at Senior levels within this geography

• Develop and implement strategies to drive transactional sales

• Ensure the company successfully meets agreed revenue, profitability, and market share targets across all theatres.

• Promote and raise the profile of the HP/Poly solution offerings, ensuring that the company achieves positive brand equity and captures market/mind share

• Advise direct management team on matters relating to HP/Poly’s Professional and Managed Services offerings and where appropriate, recommend incremental customer needs.

• Develop appropriate financial models in terms of Contribution Margins and metrics to keep the company focused on its objectives and to measure success against those objectives on an ongoing basis

• Develop a comprehensive customer relations strategy and monitor its effectiveness through regular contact with customers

• Ensure compliance with both local and US laws (e.g. Sarbanes Oxley) and ensure high levels of ethical conduct are adhered to.

• Manage direct relationships with management representatives for all key accounts

• Travel as required

• Meet/exceed 100% quota attainment

• Provide weekly sales forecasts by staying abreast of status/details for region and independently provide reliable sales forecasts

• Collaborate with virtual service teams assigned to delivery

Experience Required

• Successful candidate should have extensive experience in interfacing with end users, account managers and channel partners in selling activities.

• Experience should include leading services sales opportunities and utilizing channels as fulfilment vehicles as well as paths to market.

• Ability to present on specific topic of expertise in front of customer/partner/internal executive level resources.

• This position requires the ability to gather high level business requirements and understand how technology solutions can address the customer's challenge or opportunity.

• Demonstrated success in driving relationships which encompass a multi-vendor solution.

• Must be able to demonstrate a track-record of successful sales campaigns, which culminate in $200K – $1M+ transactions, effectively utilizing the company’s resources to secure projects; demonstrated success in attaining/exceeding quotas and growing territory.

• Demonstrate tactical abilities - should have a proven track-record in meeting and exceeding quarterly targets as well as accurately forecasting account and volume activities.

• The Services Sales Consultant should possess exceptional leadership skills; should be able to manage both the people side of the business as well as accomplish all assigned targets; effectively uses internal/external resources.

• Proficient in the core capabilities, value proposition and competitive differentiation of Unified Communication/Collaboration Solutions.

• Good understanding of Collaboration ecosystems including Microsoft Teams and Zoom.

• Basic to good knowledge of video conferencing technology including Video Conferencing endpoints and Bridging Services on premises/cloud.

• Familiar with both OPEX and CAPEX based solution offering.

Education/Qualifications Required: ​

Four-year or Graduate Degree in Computer Science, Information Systems, Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• Typically has 7-10 years of work experience, preferably in technical selling, consultative selling, account management, or a related field.

• Candidates must have 3 or more years of selling Support, Managed, Cloud, Professional Services, or Software.

• Experience with 3 to 9 months sales cycles is a must.

• The ideal candidate must also have knowledge, experience and competency in the unified collaborative communications (UCC) environment built on architectures that enable unified voice, video and content communications

Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

The on-target earnings (OTE) range for this role is $186,000 to $240,000 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only).  Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 
  • 4-12 weeks fully paid parental leave based on tenure
  • 13 paid holidays
  • 15 days paid time off (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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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