End User Sales Specialist - Wide Format

HP • Columbia, VA

11d • $162,050 - $254,450

About The Position

The End User Sales Specialist – Wide Format role focuses on delivering sales results and developing Federal accounts to support success in the Federal marketplace. The position requires Wide Format sales leadership experience and a history of leading sales results within the Federal government. The successful candidate will develop long-term sales pipelines, grow HP’s market share in a specialized area, pursue new customer-value opportunities, support other Federal sales teams, and create and grow reference customers. The role may serve as a dedicated resource for a small number of strategic accounts and requires broad knowledge of IT, markets, and competitors to engage credibly with customer executives.

The specialist works on a smaller number of accounts with greater long-term strategic value to HP and spends a significant amount of time directly interacting with customers at all levels. Federal government security clearance is required or will be required for the role. Travel is 50%. The role is full-time.

The on-target earnings range is $162,050 to $254,450 USD annually, with a 60% salary and 40% incentive mix. Additional bonus and/or equity opportunities apply to candidates in the United States. Pay varies by work location and job-related knowledge, skills, and experience.

HP offers health, dental, and vision insurance; long- and short-term disability insurance; an employee assistance program; a flexible spending account; life insurance; and time-off policies that include 4–12 weeks of fully paid parental leave based on tenure, 13 paid holidays, and additional flexible paid vacation and sick leave. Benefits and compensation are subject to change, as permitted by law.

Requirements

• At least 5 years of Wide Format sales experience.
• Federal government experience.
• Federal government security clearance will be required or is a requirement for the role.
• University or bachelor’s degree.
• Exceptional direct sales history with a record of exceeding expectations.
• Strong project management skills.

Nice To Haves

• Advanced or master’s degree preferred.

Responsibilities

• Build targeted business plans and sales strategies that allocate resources and drive sales activities to achieve margin.
• Collaborate within HP and with the field to prioritize, facilitate, and direct the use of resources.
• Assist in planning sales strategy and manage internal processes supporting other Federal sales teams and selling activities.
• Align tactical account plans with the overall Federal strategy.
• Develop and manage Federal worldwide business plans to meet revenue goals and quotas.
• Create comprehensive plans that focus sales activities, support accurate forecasting, and communicate sales progress.
• Manage and approve account business plans through scheduled reviews and updates.
• Build, monitor, and orchestrate sales pipelines to maintain near- and long-term opportunities; manage pipeline size, shape, and quality; and analyze win rates and win/loss ratios.
• Critically assess deals to ensure they are sound and can be processed without problems by HP back-end operations.
• Use business, financial, and legal acumen to develop meaningful business recommendations, and continuously monitor and improve area-of-control operations.
• Develop long-term sales pipelines to increase HP’s market share in a specialized area.
• Identify opportunities to expand and enhance customer value, build the pipeline, and drive pursuits in the specialty area.
• Provide support to other Federal sales teams.
• Set direction for business development and solution replication.
• Create and grow reference customers.
• Maintain expertise on IT at all levels, including new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.
• Maintain broad market and competitor knowledge to establish credibility with customer executives.
• Spend significant time directly engaging with customers at all levels, including for a smaller number of strategically important accounts.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long-term and short-term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• 4–12 weeks of fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave
• Potential additional pay in the form of bonuses and/or equity for U.S. candidates

What This Job Offers

• Job Type: Full-time
• Career Level: Senior