PageWide Specialist Northeast

PageWide Specialist Northeast<p></p><p><b>Description -</b></p><p>Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees. Learn more about HP's global Management levels.</p><p></p><p>Responsibilities</p><ul><li>Hunter position- task is to generate Net New opportunities for PWP presses, in accounts where no HP Indigo or PageWide Presses are not installed.</li><li>Independent cold calling and prospect generation activity in new accounts</li><li>Responsible for creating and driving PWP sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.</li><li>Maintain knowledge of PWP competitors like Canon/ Ricoh and Screen in account to strategically position HP’s products and services better.</li><li>Develop a ROI and TCO tool working with Financial Consulting Services team for critical step of sales.</li><li>Work with Solution Architects to conduct demo at that GEC or other current customers.</li><li>Knowledge of working Microsoft Dynamics and PowerBI to plan their sales campaigns</li><li>Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.</li><li>Provide support to Account managers and provide input regarding business development and solution expertise.</li><li>Articulate the full Value proposition of PWP solutions from Workflow to press to finishing options.</li><li>Some PWP specialists also responsible for selling with BlueCrest as a partner in net new accounts.</li><li>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.</li></ul><p></p><p>Education and Experience Required</p><ul><li>University or Bachelor’s degree / Directly related previous work experience.</li><li>Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.</li><li>Extensive selling experience within industry and on similar products.</li><li>Typically 8-12 years of advanced sales experience.</li><li>Project management skills required.</li><li>2-3 years of product sales in the desired Commercial Inkjet specialty.</li></ul><p></p><p>Knowledge and Skills</p><ul><li>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.</li><li>Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.</li><li>Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.</li><li>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.</li><li>Account planning and accurate account revenue forecasting skills.</li><li>Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.</li><li>Cultivates &amp; maintains positive relationships with customers to ensure account retention &amp; growth, and position HP as the preferred vendor for meeting all business needs</li><li>Excellent project management skills.</li><li>Establishes a professional working relationship, up to the executive level, with the client.</li><li>Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.</li><li>Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.</li><li>Deep knowledge of products, solution or service offerings as well as competitor’s offerings.</li><li>Understands how to leverage HP’s portfolio and change the playing field on our competitors.</li><li>Utilizes Siebel as an expert and accurately forecasts business.</li><li>Understands and sells high value software solutions.</li><li>Und