Channel System Engineer
Riyadh, السعودية Bachelor's Degree Infra / Networks / Telecom
Job description
Job ID 1026617 Date posted 8/16/2018 Primary Location Riyadh, Ar Riyāḑ, Saudi Arabia Job Category Sales Schedule Full time Shift No shift premium (Saudi Arabia)
Responsibilities
· Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
· Maintains knowledge of competitors in account to strategically position the company’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.
· Provide support to Account managers and provide input regarding business development and solution expertise.
· Development of quota objectives and future direction for defined product category.
· Some specialists also responsible for selling outsourcing deals.
· 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.
· For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
· Directs or coordinates supporting sales activities.
Education and Experience
· 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 similar products.
· Typically 8-12 years of advanced sales experience.
· Project management skills required.
2-3 years of product sales in the desired specialty.
Knowledge and Skills
· 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 and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
· Understands the role of IT within area of specialization and how the company'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 positions the company 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 the company’s portfolio and change the playing field on our competitors.
· Utilizes Siebel as an expert and accurately forecasts business.
· Understands and sells high value software solutions.
· Understands selling of services sales.
· Leverages services as part of strategic product sales.
· Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
· Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
Impact/Scope
· Works on the company’s larger accounts.
· May perform project management role.
· 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.
· Typically assigned higher than average quota.
Complexity
· May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
· Accounts may be international or global.
· Orchestrates the regional pursuit resources for the account.
· Typically assigned higher than average quota.
· Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
· May perform project management role.
· Coordinates external partners.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.