Field Services Sales Specialist: Key Channel Partners-National Solution Providers & Northeast (Located in the Northeast states: MA, MD, OH, NJ, NH)

At HP Inc. We believe that technology should make life better for everyone, everywhere. This vision guides everything we do, how we do it and why we do it. It is why we keep reinventing our company, our technologies and what tomorrow holds, so industries, communities and individuals can keep reinventing how they operate, ideate and create what matters the most to them. ‘Keep Reinventing’ is our operating system. It is the idea behind the way we act, think, feel and behind the world we believe in.

The Sales Specialist function acts as a subject matter expert to our regional and major partners in the indirect channel for Services products, positioning, and pricing across the product life cycle of Commercial Services. In this role, you will be responsible to increase your sales pipeline and help partners acquire new target accounts. This can be achieved through initiatives for product education and tools, programs and processes to enable services sales via our partner sales motions. You would act as the lead specialist in services products, value add, tools, programs, resources, etc. You will be familiar with the competition and their services offerings, tools, programs, resources, etc. You will collaborate with other internal teams to leverage processes and tools to bring sales to closure. You represent the organization to external partners and will exercise independent judgement to determine the best method for accomplishing sales goals and achieving objectives.

Responsibilities:

• Responsible for seeking out new opportunities to create and drive the sales pipeline in the services area for designated regional and major partners.
• Develop Plans and manage the pipeline to ensure alignment with Partner Business Managers (PBM)
• Jointly with the PBMs as it applies to partners, develop MDF planning for champion funding as well as promotional events for partners
• Brings a holistic financial discussion of services to the table in opportunities
• Maintain knowledge of competitors in account to strategically position HP's products and services advantageously.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive acquisition.
• Provide input regarding business development and solution expertise to PBMs and partner sales teams
• Development of objectives and future direction for services via closed loop feedback to improvement teams.
• Works closely with the PBMs to establish a professional, working, and consultative, relationship with the partner and their client, up to and including the C-level by developing a core understanding of the unique business needs of each partner/end user within their industry.
• Will work primarily with and leverage external partners to deliver the sale.
• Will collaborate on sales support activities.

Education and Experience Required:

• University or Bachelor's degree
• 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 services products.
• Experience identifying, targeting and acquiring new services business
• Typically 5-8 years of advanced sales experience.
• 3-5 years of product sales in services.

Knowledge and Skills:

• Deep knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell expansive services products.
• Understands the industry, trends and market segment in which key partners are situated, and integrates this knowledge into consultative selling.
• Understands the role of IT within area of specialization, the partner selling into the environment and how HP's solutions deferentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Planning and accurate partner account close forecasting skills.
• Collaborates with management and sales teams in shared partners to ensure seamless integration of specialist sales with other sales activities.
• Demonstrates leadership and initiative in successfully driving specialty sales in partners - prospecting, negotiating, and closing deals.
• Translates service product knowledge into customers needed business value.
• Uses services knowledge and relationship building to actively prospect within partners to discover and cultivate sales opportunities.
• Conceptualizes and articulates well-targeted services solutions from proposal to close of a deal.
• Understands the channel and works an effective plan to increase sales with assigned partner base.
• Understands how to leverage HP's portfolio and change the playing field on our competitors.
• Utilizes CRM tools as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Maintains knowledge on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.