DSR for OSS Domain

Job description

DSR for OSS Domain

  

Job Description:

   

【組織概要】

HPE 通信事業本部（CMS）では、通信事業者及びメディア業界向けの独自ソリューションソフトウェアのポートフォリオを所有しており、国内400名、グローバルで約4000名のメンバーが、お客様のサービス拡大の為、或いは業務効率化のためのソリューション提供を行っております。

国内外の通信事業者様のコア事業の課題は、ますます伸びるトラヒックに対してどのように収益を確保していくかに集約されます。また、激しさを増す競争環境の中、スピード感を持って新事業・サービスの展開するため、従来のスクラッチ開発型とは異なる、「ソリューション」によるサービス開発が必要とされています。

CMSでは、IoT・NFV・ビックデータ活用などの通信事業者を取り巻く業界動向・ビジネストレンドに沿ったソリューション開発を推進しております。

本募集では、CMSソリューションおよび開発・システムインテグレーションの中で、OSSに特化した専門営業職を募集いたします。お客様の運用管理に関するビジネス課題を理解し、CMSソリューションの観点から課題解決提案を推進いただくことでCMSの売り上げに貢献頂く役割を担います。

 

【募集背景】

前職の退任

 

【職務内容】

1.       標準化動向、業界動向、グローバルオペレーターの動向を理解した上での、ソリューションアプローチによる営業活動

2.       顧客方針及び競争環境の分析、それに対応した戦略的セールスプランの立案と遂行またそれに通じた弊社固有OSSソリューション、SW製品の販売拡大

3.       先進事例の紹介を通じた、案件機会の獲得及びローカルで達成した事例のWWへの紹介や共有

4.       主要キーマンへの定期的訪問等によりリレーションシップの向上を図り、HPEへのBrandイメージ向上と戦略的機会創出の増大の環境を作る

5.       CRMツール等を活用し、パイプライン管理や個々の営業の効率化を管理するとともに生産性向上を推進する、合わせて精度のあるフォーキャスト管理を行う

【このPositionの魅力】

l  HPEグローバルのナレッジ

CMSは通信事業者に特化した事業部です。このためWWでの成功事例の展開や、国内先進事例の共有等を通じて、グローバルとの結びつきが重要且つ有効です。このポジションにおいては、HPEグローバルの幅広い分野の知識を活用できる環境で営業活動を行うことが出来ます

l  OSS特化営業としての深い業務知識の醸成

担当領域はOSSに絞られます。この分野はAutomation／AI適用の検討の進みも早く、事業者の業務の中では標準化に沿いながらも、比較的変化に富んだ領域です。また各社での固有の対応はあったとしても、基本的には標準に沿った仕様が多く、どのお客様にも対応できる、共通的な知識を高めることができます。

l  提案活動のFlexibility

事業内容の中心としては自社固有のSW製品の拡販がありますが、一方でSI事業の視点では売り物の制約は極めて低く、お客様事業の支援とCMSの利益貢献が成立するなら、成長のための事業展開をどのような方向に広げていくかの自由度が高いです。

 

Qualifications

【必要な経験と知識】

l  営業職経験（5年以上）

l  OSS系ソフトウェア販売あるいはSI関連の営業経験

l  お客様の事業課題を把握、分析し、案件化していく、コミュニケーション能力とhigh levelな提案能力

l  お客様、及び社内のステークホルダーと良好な関係を築きプロジェクトを成功に導くことができるリーダーシップ

【あると望ましい経験や知識、資格】

l  ビジネスレベルの英語力

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

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 Required:

·  University or Bachelor's degreeDirectly 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 capabilitie.
·  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.

Job:
Sales

Job Level:
Expert

    

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.