Inside Specialist - Collaboration

Inside Specialist - Collaboration Description - The Inside Collaboration Specialist owns video and voice solution-focused selling activities aligned to the overall account strategy of the Inside Account Executive (iAE), across both existing and new accounts. Acting as the specialist for HP's Collaboration Business, this role leads sales efforts in assigned mid-sized accounts, generates its own pipeline for the collaboration portfolio, and works proactively alongside Channel Partners to land and grow video/voice opportunities. The role supports a territory of more than 250 accounts on the relevant opportunities, reports to the Medium Business District Sales Manager, and is measured on share-of-wallet growth in the Collaboration Portfolio, pipeline creation, and conversion.

Specialized sales ownership — Lead sales efforts at assigned accounts for HP's Collaboration Business, and own opportunity identification and management across the video/voice business.  Collaboration with sales teams — Work with iAEs to address collaboration potential on mid-sized accounts and hand-in-hand with the Channel go-to-market team (PBM, iPBM, Proximity).  Account relationship and pipeline generation — Develop and manage collaboration opportunities within Inside Account Executive-covered accounts, independently generate pipeline for the collaboration portfolio offering, and elevate relationships across the full portfolio for end-user accounts.  Portfolio and competitive expertise — Provide expertise on collaboration offerings and maintain knowledge of competitors' value propositions in order to strategically position HP's collaboration products, services, and value-adds.  Technical and partner enablement — Pull in technical consultants as needed to build solutions and provide technical support, and support Channel Partners with demos and pre-sales work on collaboration solutions.  Implementation and adoption — Collaborate with Channel Partners and other post-sales resources to support timely implementation and effective adoption of HP collaboration solutions, ensuring appropriate hand-offs upon deal closure.  Territory and account planning — Assist with territory planning in conjunction with the Inside Account Executive, plus Account Plans (SAR), VAS, and solutions presentation materials as needed.  Outcomes — Achieve sales quota and grow voice and video pipeline, drive opportunities from qualification to close, develop proposals and negotiate/close deals and contracts, land new logos against video/voice acquisition targets, and maintain funnel hygiene and accurate pipeline management in HPD.

Recommended:  Bachelor’s degree is preferred but not required.  1–3 years of industry sales experience is preferred but not required.  Strong understanding of sales processes and strategies.  Experience working with medium business accounts is preferred.  Knowledge & Skills  Self-prospecting — Ability to self-prospect via cold outreach using all contact tools HP has access to, in line with the iAE.  Relationship building — Ability to develop strong relationships with influencers and decision-makers, and to navigate complex organizations to find expansion opportunities.  Stakeholder engagement — Ability to lead meetings with a high variety of ITDM and procurement stakeholders.  Consultative insight — Ability to leverage customer, industry, product, and service knowledge to develop long-term growth strategies, and to uncover key business issues and provide actionable recommendations.  Sales process management — Ability to manage the end-to-end sales process for transactional and, in selected cases, contractual opportunities.  Partner support — Ability to maintain good working relationships with channel partners, providing product expertise support on mid-sized end-user business.  Demonstration and positioning — Skill in arranging product demonstrations that