Website HP Inc.
Applies 3D Printing /Additive Manufacturing subject matter knowledge to drive adoption and sales of MJF within the Additive Manufacturing partner base and achieve quota. Serve as a business development resource and consultant to build successful and profitable HP Additive Manufacturing business model within the partner. Solve common and complex business issues within established guidelines and recommends appropriate alternatives for HP Additive Manufacturing partner channel. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
Builds strong professional working C-level relationships with the client.
Establishes a high level of personal credibility with key client executives.
Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.
Researches and understands the client’s industry.
Deeply understands client business strategies and challenges.
Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
Advances opportunities that result in profitable revenue growth for HP.
Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
Leverages existing engagements and run-rate business to seed and grow new opportunities.
Advocates for client needs during sales cycle and in addressing any delivery issues.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP- conducted surveys and reports.
Achieves assigned quota for HP products, services, and software.
Help create, fills-in and manages HP funnel for deals with partners, HP field sales and transforms potential leads into joint sales activities.
Education and Experience Required:
University or bachelor’s degree preferred.
Typically, 5-8 years of selling experience at end-user account or partner level.
Solid experience in selling to partners in a complex environment.
Knowledge and Skills:
Uses consultative, solution selling and business development skills at the CXO level to align the client’s business needs with HP’s solutions.
Builds strong CXO level relationships, especially working with executives in lines of business.
Negotiates at the CXO level.
Adept at advanced sales negotiations and positioning.
solution value under pricing pressures from customer IT and procurement professionals. – proactive presentation of value solutions.
Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
Submits timely and accurate forecasts and continually coaches team to do same.
Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.
Demonstrates strong presentation and communication skills at the executive level.
Manages end-to-end sales processes in large deals.
Adheres to SBC and HP’s code of ethics.
Solid understanding of the 3D Printing / Additive Manufacturing Industry, competing vendors, and the channel. Dimensions include competitive positioning.
Solid understanding of HP 3D Printing products, software, and services. Able to communicate the strengths of HP’s offerings, and overcome objections.
Partner effectively with others in the account to ensure coordinated efficient account management.
Excellent written and communication skills
To apply for this job please visit jobs.hp.com.