Search for Job Vacancies and Career Opportunities in Nigeria

Vacancies At HP

Date Posted: 14/Nov/2013
Deadline: Not Specified

 

ArcSight Strategic Sales Lead EMEA-1206761

Description

 

The ESP Strategic sales group have customer facing, sales accountability for driving and achieving ESP product revenue goals.

The team comprise of senior sales specialists who are deep-level sales subject-matter experts in their Security pillar. 

The TippingPoint Sales Lead will work closely with Regional Sales leadership team, and the TippingPoint Product General Manager, to own and drive sales opportunities, and design sales strategy and programs to meet and exceed the TippingPoint revenue goal.

Specifically, the TippingPoint Sales Lead will:

  • Own, and be accountable for sales to achieve the EMEA TippingPoint product revenue goal:
  • Identify, drive and close EMEA TippingPoint Sales opportunities. Drive deep Pipeline and deals inspection, supersizing and acceleration.
  • Identify EMEA TippingPoint sales revenue hotspots, define and execute sales programs/plans to address the hot-spots.
  • Improve Leads qualification and TippingPoint pipeline development.
  • Evangelize the TippingPoint portfolio to the regional Field team and Channel partners; ensure ESP Field and Channel are driving TippingPoint opportunities to achieve a balanced ESP portfolio performance. Coach and mentor Field sales for deals success.
  • Develop long term sales pipeline to increase HP's market share in the Security business.
  • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in the TippingPoint area.
  • Provide support to the Account managers. Set direction for business development and solution replication.
  • Create and grow reference customers
  • Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
  • Build strong sales collaboration across related Sales Pillar leads and Product GM’s to drive increased cross-pillar deal
  • Work with Field sales leaders and Product GM’s to define, design and drive the TippingPoint GTM and Sales Strategy.
  • Sell and evangelize the TippingPoint strategy and value proposition to Customer and Channel Partners.
  • Identify, build and drive Sales Programs to meet the Sales Strategy for Revenue generation, Competitive displacement, Market capture.
  • Establish a professional, working, and consultative, relationship with the client, 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.
  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
  • Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities
  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

 Scope and Impact

  • Works on a smaller number of accounts of greater strategic (long term) value to HP.
  • Significant percentage of time spent directly with customer interfaces with all levels.
  • Minimal direct time with customer's technical buyers.
  • Typically assigned higher than average quota.

 

Qualifications

 

Education and Experience Required:

 

  •  University or Bachelor's degree; Advanced University or MBA preferred.
  •  Directly related previous work experience.
  •  Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  •  Prior selling experience includes multiple, diverse set of selling responsibilities.
  •  Viewed as expert in given field by company and customer.
  •  Considered a mentor of selling strategy, including designing strategy.
  •  Typically 12+ years of related sales experience.
  •  Project management skills required.
  •  3-5 years' experience in the desired specialty. 

  

Knowledge and Skills Required:

 

  • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer's infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
  • Understand and sells high value software solutions.
  • Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

 

 

 

TippingPoint Strategic Sales Lead EMEA-1206755

Description

 

The ESP Strategic sales group have customer facing, sales accountability for driving and achieving ESP product revenue goals.

The team comprise of senior sales specialists who are deep-level sales subject-matter experts in their Security pillar. 

The TippingPoint Sales Lead will work closely with Regional Sales leadership team, and the TippingPoint Product General Manager, to own and drive sales opportunities, and design sales strategy and programs to meet and exceed the TippingPoint revenue goal.

Specifically, the TippingPoint Sales Lead will:

  • Own, and be accountable for sales to achieve the EMEA TippingPoint product revenue goal:
  • Identify, drive and close EMEA TippingPoint Sales opportunities. Drive deep Pipeline and deals inspection, supersizing and acceleration.
  • Identify EMEA TippingPoint sales revenue hotspots, define and execute sales programs/plans to address the hot-spots.
  • Improve Leads qualification and TippingPoint pipeline development.
  • Evangelize the TippingPoint portfolio to the regional Field team and Channel partners; ensure ESP Field and Channel are driving TippingPoint opportunities to achieve a balanced ESP portfolio performance. Coach and mentor Field sales for deals success.
  • Develop long term sales pipeline to increase HP's market share in the Security business.
  • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in the TippingPoint area.
  • Provide support to the Account managers. Set direction for business development and solution replication.
  • Create and grow reference customers
  • Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
  • Build strong sales collaboration across related Sales Pillar leads and Product GM’s to drive increased cross-pillar deal
  • Work with Field sales leaders and Product GM’s to define, design and drive the TippingPoint GTM and Sales Strategy.
  • Sell and evangelize the TippingPoint strategy and value proposition to Customer and Channel Partners.
  • Identify, build and drive Sales Programs to meet the Sales Strategy for Revenue generation, Competitive displacement, Market capture.
  • Establish a professional, working, and consultative, relationship with the client, 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.
  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
  • Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities
  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

 Scope and Impact

  • Works on a smaller number of accounts of greater strategic (long term) value to HP.
  • Significant percentage of time spent directly with customer interfaces with all levels.
  • Minimal direct time with customer's technical buyers.
  • Typically assigned higher than average quota.

 

Qualifications

 

Education and Experience Required:

 

  •  University or Bachelor's degree; Advanced University or MBA preferred.
  •  Directly related previous work experience.
  •  Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  •  Prior selling experience includes multiple, diverse set of selling responsibilities.
  •  Viewed as expert in given field by company and customer.
  •  Considered a mentor of selling strategy, including designing strategy.
  •  Typically 12+ years of related sales experience.
  •  Project management skills required.
  •  3-5 years' experience in the desired specialty. 

  

Knowledge and Skills Required:

 

  • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer's infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
  • Understand and sells high value software solutions.
  • Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

 

Method of Application

Interested and qualified? Click the Apply now button to send your application

Apply Now  






Subscribe to FREE Job Alerts.

 



Subscribe to Job Alert
Filter Jobs
  • Location

    Industry

    Specialization

    Job Type

    Education

    Experience

Latest Jobs and Recruitment in Nigeria Today

JustJobsng is Nigeria's leading online jobs site, providing the latest job vacancies and recruitment in Nigeria in a variety of industries and locations in Nigeria.

Search for all job vacancies in Nigeria here on Nigeria’s #1 Job site. Everything latest jobs in Nigeria, Jobs in Nigeria, recruitment in Nigeria, vacancies In Nigeria and employment opportunities in Nigeria is our forte.

Browse our website and search current job opportunities that meet your search criteria. Our job services are FREE. We strive to post only genuine/Verified Jobs.

Sign up for latest jobs and recruitment offers in Nigeria today!