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At HP, we’re reinventing technology to make life better for everyone, everywhere around the globe. From Personal Systems to Print, we’re engineering experiences that amaze. HP Managed Print Services is the most recommended managed print service and rated #1 in customer satisfaction (1). We provide the strongest, most comprehensive print security protection in the industry (2). HP Canada has been listed as Canada’s Greenest Employers for 10 consecutive years.

Join our team and share the vision.

Our HP Canada Sales team is seeking a dynamic sales professional to manage the printing, imaging and solutions business. The Sales Specialist is a subject-matter expert on the entire HP portfolio of products, services, solutions and value proposition. They can competently differentiate the solutions for the customer, as well as differentiate the solutions from the competitors. 

Sales Specialists are product, services, software and solution specialists that are responsible for leading pursuits in their assigned focus territories. You will drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. The Sales Specialist will have a designated list of existing business accounts and net new business accounts. The primary focus is to retain and expand sales revenue in an assigned account base as well as drive new market share. 

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 in 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.

Education and Experience Required:

  • 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.

Knowledge and Skills:

  • 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
  • Excellent project management skills.
  • Establishes a professional working relationship, up to the executive level, with the client.
  • 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.

About HP Canada Co.

HP Canada Co. creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. HP Canada is Canada’s most environmentally responsible IT company (www.hp.ca/environment) and is the only PC company on Canada’s Greenest employers list in 2017.

Thank you for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you! If you know a friend who may be a fit for the job, please refer them.

Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description may be amended at any time. 

HP Canada Co. is an equal opportunity employer. We welcome the many dimensions of diversity.  Upon request by qualified candidates, accommodation of special needs may be considered during all stages of the selection process within the framework of the HP Accommodation Policy.  If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail hrgsglobalstaffing@hp.com. Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.

In order to satisfy our contractual obligations with clients, the successful candidate will be required to pass a basic, standard Criminal Records check.  You will also be required to sign off on HP's Confidentiality, Non-Solicitation and Conflict of Interest Agreement.

1. ORC International, April 2015, Conducted 980 interviews in AMS, EMEA, APJ

2. Includes device, data and document security capabilities by leading managed print service providers. Based on HP review of 2015-2016 publicly available information on security services, security and management software and device embedded security features of their competitive in-class printers. For more information visit: www.hp.com/go/MPSsecurityclaims or www.hp.com/go/mps.

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