Client Principal, HP Software Professional Services
Client Principal, HP Software Professional Services
Your Role – You understand our customer’s business and identify how we can bring business value with our solutions. You consult new and existing customers and shape opportunities to optimize the value we offer.
Your customers are multinationals or large enterprises/public organizations. Assigned to 10-15 key customers you develop our business deeper and wider in the customer’s organization, as well as open up business at new customers. You lead the sales cycle and align internal/external partners and key resources. You negotiate and close the deal and ensure successful project execution. You are a credible sparring partner for our customer’s IT leaders and Line-of-Business managers, but have the hands-on attitude to make deals come through.
You work in an international team of Client Principals in the sub region and are reporting to the sub regional Sales or Business Lead. Your customers are based in a specific country or cluster of countries. Your yearly target is about $6M in profitable orders for which you need one or more deals over a million. Your deals require multi-level selling of complex propositions in a consultative approach. Control over your business is an important metric.
The development of our business requires an additional Client Principal focused on the local market.
Our business – We ensure that every software license we sell successfully delivers value and creates references. This value we bring the IT and Line-of-Business leaders of our customers by allocating IT spend and resources based on business priorities, by automating key processes across IT strategy, applications and operations, and by measuring IT effectiveness and efficiency from a business perspective.
We deliver solutions and services quick and consistent based on material developed in our projects worldwide to give our customers confidence and predictable outcomes. We focus on a differentiated portfolio that is easy to sell and valued by our customers, and we are thought leaders in the marketplace for HP Software. The customer is our North Star; our guide for all that we do. Our leadership attributes are; Always Accountable, Will to Win, Passion for Customers, Highly Capable & Innovative and People & Team Developer.
At HP, we don’t just believe in the power of technology, we believe in the power of people when technology works for them. We believe in applying new thinking and ideas to improve the way our customers live and work.
Your qualifications – You are fluent in the local language and English, both written and spoken. A Bachelor or Master degree in a relevant study is required, as well as several years of experience in a sales role in the IT market preferably enterprise software, services or consulting. Many of your peers have had entrepreneurial or management roles before entering this challenging job. You identify yourself with words like creative, adaptive, empathic, credible, analytical, structured, hands-on, independent, collaborative and persistent.
Our offer – You enter a highly motivated, customer driven and challenging international working environment. Your contribution to the success is transparent and rewarding. When successful there are many opportunities to develop yourself and extend your career within the company. You get a competitive variable salary with the possibility to overachieve.
Qualifications – You are fluent in English, both written and spoken. A Bachelors or Masters degree in a relevant study is required, as well several years of experience in a sales role within the IT market, preferably enterprise software, services or consulting. Many of your peers have had entrepreneurial and management roles before entering this challenging job. You identify yourself with words like creative, adaptive, empathic, credible, analytical, structured, hands-on, independent, collaborative and persistent.
We want to hear from you if you can demonstrate aptitude for and/or evidence of:
- Strong relationships at C-Level (CEO, CFO, CIO, COO) with key-clients;
- Business development (ability to identify/qualify/ manage services led opportunities);
- Business Management (ability to take a business led approach in engagement both internally and externally to define the optimal commercial structure for engagements including partners and HP resources);
- Strong consultative approach (relationship & engagement skills): an ability to break out of conventional seller/ buyer relationship and build relationships that are better suited to long-term partnering and consultative advising.
- Selling skills (deal shaping, negotiation, closing): ability to effectively perform key sales tasks essential to winning in the market place;
- Strong ability to lead teams in complex engagement pursuits;
- Good understanding of HP Software portfolio or competitor product lines
- Demonstrated history of exceeding quotas in Services Sales role
Our offer – you enter a highly motivated, customer driven and challenging international working environment. Your contribution to the success is transparent and rewarding. When successful there are many opportunities to develop yourself and extend your career within the company. You get a competitive variable salary with the possibility to overachieve.
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