AddressResponsible for driving sales growth specifically for the HP Backup and Recovery product line within CDW’s corporate account base. Primarily working with CDW sales team (including Account Managers, Presales and Account Executives), develop pipeline and facilitate sales using partner programs as well as incentives to deliver the best solution for the customer. Maintain profitability when crafting solutions.
Key Areas of Responsibility
- Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed bookings targets
- Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
- Collaboratively work with Account Managers, Presales Account Executives, Server/Storage ISA’s and FSA’s in a given geography to identify and facilitate opportunities
- Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of the general Account Manager audience
- Present logical and well-organized arguments, data, and concrete business examples
- Clearly explain relevant facts, effectively distinguish HP Backup and Recovery offerings from competitors, offer HP Backup and Recovery product configuration / pricing / program assistance, and present a well-prepared compelling case to the customer for purchase of HP Backup and Recovery solutions
Responsibilities
- Attain quarterly and annual sales quota
- Conduct high level conversations and training presentations
- Consistently build and deliver on account and opportunity pipeline
- Drive sales and profitability for a specific product line
- Follow-up on and qualify leads
- Generate new business opportunities to grow pipeline
- Identify key decision makers and manage the sales process
- Negotiate pricing and incentive programs and facilitate business
- Proactively call into established targeted accounts
- Increase rapid acceptance of HP Backup and Recovery in the geography through:
- Developing a thorough understanding of the portfolio
- Defining and articulating a strategy and solution by customer or vertical
Minimum Qualifications
- 2 years experience with strategic account planning and consultative sales
- High School Diploma
Other Qualifications
- Proven track record of organically growing white space
- History of facilitating larger sales solutions over 25k in revenue
- Proven Customer and level interaction skills required
- Outstanding verbal, written, and presentation skills in executive and informal settings required
- Must be knowledgeable or have some related experience in the technical industry
- Able to communicate technical concepts and business solutions
- Demonstrated ability to understand and interact with senior level management levels.
- Ability to craft comprehensive data center solutions and to articulate business benefits of those solutions
- Experience in a collaborative environment
- Knowledge of HP Backup and Recovery configuration tools
- Motivated seller with strong problem solving skills
- Able to work in a fast paced environment
Preferred Qualifications:
- Industry standard server and storage Certifications (server plus /storage plus)
- Successful completion of a recognized formal sales training program(s)
- Knowledge of CDW business model
- Knowledge of CDW ordering process
- Knowledge of HP Backup and Recovery ordering process
- Current HP ASP or ASC Certification
- Knowledge of HP Backup and Recovery portfolio
- Knowledge of strategic use of Leasing for large purchases
