Sales Account Manager with Romanian – (86911)

The Mid-Market Inside Sales Representative (ISR) is an end customer sales representative, focused on the creation of new business opportunities out of a defined customer set. He/ she is responsible for the E2E management of identified deals through the sales cycle and keep an up-to-date pipeline. The ISR has account responsibility for quota and KPI goals.

Responsibilities:

· Cold calling to drive campaigns and/or profile assigned accounts to understand installed base and business drivers.

· Actively creating new sales opportunities for HW products and associated services for selected customers in the assigned territory via telephone and web, responsible for E2E HW portfolio revenue/margin for these accounts.

· Pro-active coverage for customers in assigned territory to expand HP Share of Wallet by generating incremental business in non-HP accounts (hunting).

· Pipeline management & forecast for own set of accounts.

· Build customer confidence in HP’s remote sales capabilities, from procurement to senior levels of customer management. Drives opportunities from qualification to close.

· Portfolio selling on ISR led opportunities, Up- and Cross-Selling on partner-led opportunities.

· Close collaboration with a partner on the customer or opportunity.

· Make 10-15 outbound calls per day to Decision Maker contacts to profile customers, generate opportunities and follow up on opportunities for closure (average talk time of at least 2.5 hours per day).

· Receive inbound calls from assigned customers or channel partners (to close opportunities) or HP personnel (Sales specialists, Presales, PSS).

· Develop End Customer knowledge, capture customer contacts in SFDC and customer profiling in HP profiling tool.

· Collaboration with HP Sales and Channel management to drive marketing programs, demand generation, sales initiatives and incremental revenue.

· Check on the incumbent channel and, if no channel defined, assign a preferred channel partner (select from shortlist based on PPS ‘partner rules of engagement’).

· Delegate and drive required internal HP back office sales support (i.e. quotations and configurations, OPG, sales comp calculation, delivery, order management requirements, exceptions).

· Call partner frequently to drive opportunity closure. Ensure a maximum commitment by the partner to win project for HP (maximum closing time allowed for the partner is 12 weeks).

· Delegate and engage office-based, field and partner presales as appropriate.

· Deal closure verification based on partner P.O. visibility.

 

 

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· Bachelor degree (or above) or corresponding work experience in sales.

·  Native Romanian and good level of English

· Absolute willingness to compete and win.

· Demonstrated ability to create and close business.

· Strong customer communication skills.

· Proactive attitude towards customers.

· Ability to manage time and (potentially competing) priorities based on customer and quota focused objectives.

· Good understanding of fundamental IT concepts and solutions.

· Team player, ability to collaborate effectively in an international, multicultural environment.

· Self-motivated, self-starter attitude.

· Ability to handle unique situations and think outside the box.

· Problem detection and solving skills.

· Ability to work under pressure.

· Flexibility to work extra hours and travel occasionally.

  • Quarterly bonuses based on performance
  • Extensive training and fully-paid language course
  • 25 days of holiday
  • Multisport card, fit -stop activities 2 times a week
  • Meal vouchers, fresh fruits and refreshment in office
  • Working in multicultural environment

Tue, 20 Feb 2018 10:55:19 +0000

Czech Republic Prague

Project/Service based
IT Sales/Inside Sales
Language/ Romanian, English

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