Job Description

Job Descriptions

Applies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

Responsibilities:

* Responsible for creating and driving Commercial sales pipeline in the following Western states (CA, OR, WA, UT, MT, WY, NV). Selling to an assigned roster of existing and new opportunity accounts.
* Overlay sales specialist position exists to assist the HP Commercial generalist sales team to identify, navigate, upsell and close Z workstation opportunities to named accounts. Deliver subject matter expertise support on both technology & products. You are the sales lead in all things workstations, assisting the 10-12 generalist sellers with a complex and technical solution.
* Responsible to drive revenue and margin targets for Z workstations, Z mobile workstations, Z performance displays, accessories, and solutions.
* Establish a professional, working, and consultative relationship with customers, up to and including the C-level for Commercial accounts.
* Crisp deliverance of sales forecast and activity to management. Ongoing analysis of metrics and performance & executing relevant actions and recommendations.
* Maintains competitor analysis to identify business opportunities, provide insightful & actionable outputs across products, markets & competitors.
* 50% travel, company car is included.

* Education and Experience Required:

* University bachelor's degree, MBA a plus.
* The ideal candidate will have selling experience in Commercial accounts and understand workstation hardware and software solutions.
* Technical background and passion for technology. Proven technical experience in previous technical sales roles.
* Proficient in being able to sell the value of workstation solutions; Understanding of workstation solutions and how to position to customers.
* 5 or more years of selling experience to end-user accounts (preferably of a technical nature).
* Proficient at training small and large groups of people. This role will require strong presentation and delivery skills that are already developed. This should already be a strength for you. The Z workstation specialist will regularly lead product detail and roadmap discussions to customers.
* Travel by air and car to customer sites, covering multiple states, and the willingness to happily do so.
* Understanding of workstation grade computing and solutions with the ability to identify, pursue, and close new business direct and through channel partners
* Understanding of the IT industry, competing vendors. Experience working with reseller channel partners.
* Able to solve problems independently.
* Partners effectively with others to ensure coordinated efficient account management.
* Thorough understanding of sales pipeline management.
* Business analytical skills. Thrive on making data driven decisions.
* Negotiation and communication skills.

* Experience Desired:

* Understanding of HP's organization, operations, systems, go-to-market strategies, segmentation, channel relationships.
* Experience with Microsoft Dynamics.
* Understanding of HP's product portfolio. Ability to communicate the strengths of HP's offerings relative to competition and overcome objections.
* Knowledge in data science, artificial intelligence, virtual reality, and machine learning.

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