HP are recruiting a Software Solutions Sales Specialist to join the UK&I Print Services and Solutions business. HP Managed Print Services Solutions portfolio empowers businesses to transform at speed by helping to ensure information and
data flow securely across teams, tasks and workplace. HP offers customers various hosting options for these solutions.
You will play a key role in HP’s strategy for digital workplace transformation.The shift to a borderless workplace is an opportunity to not just re-evaluate the office, but to reimagine the future of business and the way of working.
Our managed print services strategy is focussed on providing customers with process automation and ultimately workforce transformation. It is about eliminating and integrating paper-based processes within the enterprise and optimising the outcomes for the customer.
This consultative sales role will lead out HP’s solutions as a key component of our overall Managed Print Services Portfolio and is vital role for HP to remain as recognised market leader in this space The solutions are oriented toward digital transformation & security that enable organisations to print and digitize information from anywhere on any device, without compromising security while delivering real Business Outcomes for our Customers.
You will play a key role in growing the solutions business within our global and corporate enterprise clients both for new acquisitions and within our existing client base.
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.
Maintain knowledge of competitors in account to strategically position HP’s products and services better.
Work closely with the wider MPS account team to ensure HP Software Solutions are appropriately positioned in all Managed Print Services deals.
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 will 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.
Directs or coordinates supporting sales activities.
Education And Experience Required
Typically educated to degree (although not essential)
Directly related previous work experience and track record is essential
Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
Extensive Consultative selling experience within industry and experience with
a broad portfolio of services including: Scanning & Digitisation, Intelligent content extraction, Workflow automation and RPA, Document retrieval, cloud based workflows, security considerations, cloud and infrastructure strategies, hybrid mail/digital mail.
solutions such as: LRS Output Management, OnBase, Upland, Ephesoft, Papercut, HP Capture & Route, AutoStore, Aluma and UDOCX to name a few.
Typically, 8-12 years of advanced sales experience.
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 HP’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
Account planning and accurate account revenue forecasting skills.
Ability and to work closely with and support Account Managers, Technical Consultants & Customer Success Managers within HP.
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 position HP as the preferred vendor for meeting all business needs
Excellent project management skills.
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.
Understands how to leverage HP’s portfolio and change the playing field on our competitors.
Understands and sells high value software solutions and SaaS services.
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. Builds relationship with Industry Analysts and may be asked to represent HP’s capability accordingly.
Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
Impact/Scope
Works on HP’s larger accounts.
May invest time working with 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 and account team
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.
Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
Coordinates external partners.
About HP
You’re out to reimagine and reinvent what’s possible—in your career as well as the world around you.
So are we. We love taking on tough challenges, disrupting the status quo, and creating what’s next. We’re in search of talented people who are inspired by big challenges, driven to learn and grow, and dedicated to making a meaningful difference.
HP is a technology company that operates in more than 170 countries around the world united in creating technology that makes life better for everyone, everywhere.
Our history: HP’s commitment to diversity, equity and inclusion – it’s just who we are.
From the boardroom to factory floor, we create a culture where everyone is respected and where people can be themselves, while being a part of something bigger than themselves. We celebrate the notion that you can belong at HP and bring your authentic self to work each and every day. When you do that, you’re more innovative and that helps grow our bottom line. Come to HP and thrive!
