Vacancy at HP

Communication & Media Solutions Software Sales Account Principal

HP - Lagos,

 

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Job description

CMS Sales Organization is seeking a Telecom Account Principle for Nigeria and West Africa who has in-depth understanding of selling telecommunication solutions. 
The Communication and Media Solutions (CMS) business unit is the solution powerhouse of HP Enterprise Services (HPES) focusing exclusively the Communication & Media market need. 
CMS business is a strategic declaration by HP of the importance of industry specific, services and software rich solutions. The organization is built around our capabilities in four solution domains – Application and Cloud Enablement, Actionable Customer Intelligence and BSS, Next Generation Operations Support Systems, Multimedia and Entertainment. This is a fully aligned functional organization with a solutions business model, built on a mix of consulting & integration services combined with software IP. CMS is part of a wider HP focus on the Communications, Media and Entertainment customer segments. 


Description 

·        As a CMS Account Principle, he/she will work directly with HP sales, delivery, presales and domain sales organizations in particular for Nigerian and West African Telecom Accounts.

·        CMS Account Principles will drive key sales initiatives, develop pipeline and ensure the proper execution of overall sales strategy and targets in the relevant accounts.

·        Create a winning team spirit and motivate

·        Create relationship with CIO, CTO, CMO, CFO and articulate and further build our USPs and value proposition

·        Ensure and secure the on-boarding of the required resources to win

·        Lead the sales process from all required angles:

·        USPs, Commercial, Economical, Financial

·        Value Proposition, Solution, Technical,

·        Competition, Political, Trade Balance

·        Time-lines and sales processes

·        Recognized as an expert in telecom software area, he/she'll be selling solutions that change the ways in which companies work, not just selling a product.

·        Account Principle will define and implement sales plans that will create and develop new opportunities.

·        Develop custom approaches to propose to prospects in order to maximize sales

·        Deliver quota/orders to plan across EMEA - license, support and services

·        Collaborate with virtual team to orchestrate complete customer solution

·        Timely and consistent reporting of progress both to the team and to management

Qualifications 
Education and Experience Required 

·        Proven experience in closing large & complex solution deals in the Communications Segment

·        Experienced in working with System Integrators and Solution Consulting Companies

·        Experienced in working and selling to with senior management at CxO level

·        Bachelor’s degree or equivalent

·        Experience in working with Network Equipment Providers

·        Cultural awareness and sensitivity, and ability to work in multiple geographies

Profile & Knowledge Required 
• Experienced in the Selling into the Communication segment for 12+ years; 
• Well-connected into the Telecom-segment with a relevant personal network of contacts; 
• Experienced to work in partnering models; 
• Able to create/address the eco-system that comes with large deals: 
• Spider-in-the-web personality 
• Able to delegate (up, down and side-ways) 
• Team-player in a leading position; likes to lead but will delegate 
- Communications and Media Solutions background is preferred 
• Personal Profile: sales & opportunity driven; loves to win; a closer; agile; persuader; think out-of-the box; 

• Excellent communication and negotiation skills