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Networking Sales Specialist Full Time
Hewlett-Packard

Lagos, Nigeria | Bachelor's Degree | 7 - 10 years | Full Time | Male or Female | Sales/Business Development | Sales / Marketing

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Job Summary

  • Identifies, qualifies, and closes new business that results in substantial incremental revenue and margins to HP.
  • Responsible for creating and driving their sales pipeline for full networking portfolio in Nigeria.
  • 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.
  • Development of quota objectives and future direction for defined product category.
  • 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.
Scope and Impact  
  • Works on HP's larger accounts.
  • May invest time working external partners.
  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
  • May develop business plan in conjunction with customer.

Job Requirements
•Directly related account management experience and work results including success in achieving progressively higher quota or other sales related goals within the Networking industry •Proven sales excellence in networking industry is required. •University or Bachelor's degree; advanced or Master's degree preferred •Typically 7+ years of experience in sales     Knowledge and 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 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.
  • Leverages services as part of strategic product sales.
  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
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