Retail Solution Specialist

HP • TW2TX - Teleworker/Offsite-USA-TX, TX

2d • $185,450 - $220,000 • Remote

About The Position

The Retail Solution Specialist applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. This role frequently contributes to the development of new ideas and methods, working on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. The specialist leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. They act as an expert providing direction and guidance to process improvements and establishing policies, and frequently represent the organization to external customers/clients. The role exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives. Mentoring and guidance to lower-level employees may also be part of the responsibilities.

Requirements

• University or Bachelor's degree directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• 2-3 years of product sales in the desired specialty.
• 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.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• 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.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Understands how to leverage HP's portfolio and change the playing field on our competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Excellent project management skills.
• Establishes a professional working relationship, up to the executive level, with the client.

Responsibilities

• Responsible for creating and driving their sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintain knowledge of competitors in account to strategically position HP's products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• 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.
• May invest time working with and leveraging external partners to deliver sale.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.
• Directs or coordinates supporting sales activities.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave

What This Job Offers

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