Inside Sales Representative, Outbound

Applies developed knowledge of the job skills, company policies and procedures to complete a wide variety of difficult assignments/tasks. Thorough understanding of the general/technical aspects of the job. Works on assignments that are moderately complex in nature and require ordinary problem resolution and independent judgment. Works under limited supervision and normally receives no instruction on routine work and general instructions given for new assignments.

Responsibilities:

• Achieves set quota and goals.
• Majority of work done independently.
• Aggressively reviews account activities in pursuit of new business or up- selling opportunities.
• Responsible for pipeline and forecast responsibility in accordance with sales center business process.
• Addresses customer complex requests via broad multi-product/service.
• Sells complex, multi- products/services.
• Orchestrates the resources and sponsorship essential for executing business effectively.
• As dictated by the selling model, engages partners effectively to improve win rates on selective deals.
• May interfaces with specialty buyers, e.g., IT, Procurement, etc. or with business executives.
• Sells primarily transactional, with some solutions selling; owns strategic entry points at the customer aligned to the business objective of area.
• Actively prospects within accounts to discover or cultivate sales opportunities.
• Partners effectively with others in the account to ensure coordinated, efficient account management.
• Identifies and allocates internal and external resources to deliver transactional or solution sales.
• Pursues opportunities in assigned territory, account or product line.
• Proactively sells products, services, supplies to installed base in support of company promotion and upgrade campaigns.
• Involves Outside Sales Rep as necessary for high complexity sales or where competitor is face-to-face with customer.
• Actively manages the account to protect and grow HP's business; coordinates all account forecasts, planning and reporting.
• Participates in development of district sales strategy & quota setting; defines own individual sales plan.
• Independently moves leads through entire sales process.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.

Education and Experience Required:

• Typically 4-6 years of selling or account management experienced; preferable in IT industry.
• Proven track record in sales. Demonstrated ability to move leads through entire sales process independently.
• Four year university/ Bachelor's degree preferred or equivalent experience.

Knowledge and Skills:

• Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.
• Demonstrated ability to coordinate internal and external partners to deliver appropriate solution sale.
• Consistently meets or exceeds metrics related to inbound calls set by segment management.
• Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.
• Understands the client procurement processes and knows key decision criteria for winning new and or maintaining existing business.
• Listens to customer needs and tailors messages to customer based on their needs and ties-in additional promotional campaigns, upgrades, or extended products/services.
• Ability to build strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs.
• Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.
• Knows and understands HP's sales tools and processes.
• Exhibits thorough knowledge of HP portfolio, observed via customer conversations, discussions on products or solutions with customers.
• Demonstrates ability to act as a team lead.
• Understands the client procurement processes and knows key decision criteria for winning new and or maintaining existing business.
• Project Management skills desired.
• Exhibits thorough knowledge of HP portfolio, observed via customer interaction, test scores, and limited reliance on technical support, Pre-sales or internal resources to discuss products or solutions with customers.

HP is an equal opportunity employer: https://www8.hp.com/h20195/v2/GetDocument.aspx?docname=c08129225