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Responsible for creating and driving state, local and education (SLED) sales pipeline in the following Mid-Atlantic states (DC, VA, WV, MD, DE, NC, SC, TN, KY, IN, OH). Selling to an assigned roster of existing and new opportunity accounts. Must live in this region, ideal location is Washington DC area.
Overlay sales specialist position exists to assist the HP SLED generalist sales team to identify, navigate, upsell and close Z workstation opportunities to named accounts. Deliver subject matter expertise support on both technology & products. You are the expert in all things workstations in the segment assigned to a district to assist the 10-12 generalist SLED sellers with a complex and technical solution clearly and simply to customers.
Responsible to drive revenue and margin targets for Z workstations, Z mobile workstations, Z performance displays, accessories, and solutions.
Establish a professional, working, and consultative, relationship with customers, up to and including the C-level for SLED accounts.
Crisp deliverance of sales forecast and activity to management. Ongoing analysis of metrics and performance & executing relevant actions and recommendations.
Maintains competitor analysis to identify business opportunities, provide insightful & actionable outputs across products, markets & competitors.
50% travel, company car is included.
Education and Experience Preferred
University bachelor's degree, MBA a plus.
The ideal candidate will have extensive selling experience in SLED accounts and understand workstation hardware and software solutions.
Technical background and passion for technology. Proven technical experience in previous technical sales roles.
Proficient in being able to sell the value of workstation solutions; Understanding of workstation solutions and how to position to customers.
5 or more years of selling experience to end-user accounts (preferably of a technical nature).
Proficient at training small and large groups of people. This role will require strong presentation and delivery skills that are already developed. This should already be a strength for you. The Z workstation specialist will regularly lead product detail and roadmap discussions to customers.
Travel by air and car to customer sites, covering multiple states, and the willingness to happily do so.
Understanding of state, local and education (SLED) segment and customers.
Understanding of workstation grade computing and solutions with the ability to identify, pursue, and close new business direct and through channel partners
Understanding of the IT industry, competing vendors. Experience working with reseller channel partners.
Able to solve problems independently.
Partners effectively with others to ensure coordinated efficient account management.
Thorough understanding of sales pipeline management.
Business analytical skills. Thrive on making data driven decisions.