08-05-2008 | EXPIRA LA 07-06-2008
Job expirat
The Territory Sales Representative is responsible for selling outsourcing services to end-user customers in assigned geographic territory, industry or accounts.
Represents the company to the customer and the customer to the company in all sales-oriented activities.
The focus of this position is to maintain and grow the Outsourcing business, focus on complex solutions and new business opportunities in named territory /accounts.
This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique business needs of the client within their industry.
This position will tailor strategy and solutions to meet the needs of the customer and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development.
Role & Responsibilities:
- Responsible and Accountable for selling Outsourcing Services
- Typically sells integrated solutions and directs or coordinates supporting activities
- Identify and bring new outsourcing opportunities
- Opportunity qualification and sales strategy definition
- Significant percentage of time spent directly with the customer; interfaces with all levels,
- including highest within customer organization; highly diverse set of functions and buyers;
- focus is on managers vs. technical buyers in customer organization
- Support pursuit team in RFP Response, prepare the Offer
- Manage the Funnel, Order Forecast
- Customer top management solutions/services presentation
- Manages the overall sales process from initial deal pursuit effort to contract signature
- Understand customer’s requirements, process environment and related complexity
- Manages negotiations with customer and customer’s advisors, including scope, financial
- arrangements and human resources issues
- Responsible for contract signature and for establishing pricing that meets business target
- profitability
- Support ongoing country / regional business management and reporting
- May develop business plan in conjunction with customer
- Working with external partners to deliver solution sales
Required Education, Knowledge and Skills
- Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business
- Administration (MBA) or relevant experience
- Sound knowledge of IT sales
- Detailed knowledge of key customer types or customers on given products / services
- Ability to develop complex output management solutions from technical, commercial and financial perspective: Hardware, Software & Services Integration (Outsourcing / Out tasking solutions)
- Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input
- Advanced presentation, sales, negotiation and influencing skills
- An organized, team approach
- Fluent English and local language skills
- Typically 7-10 years of experience as referenced above
- Sound knowledge of IT sales: IT Infrastructure, Networking, Applications Management
- Basic knowledge of Project Management, Delivery, Financials (Loan, Leasing, Interest, P&L concept)
- Must be able to analyze problems and solve them creatively
- Availability for business trips (20% of the time)
TERRITORY SALES REPRESENTATIVE JOB NUMBER 212898
TO APPLY PLEASE VISIT www.hp.com/go/jobs
