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For your reference, we have included the original job posting below.
RTBSS Solutions Sales Representative
Job Number:
26747126
Company Name:
Hewlett-Packard Company
Job Location:
Denver, CO US
Job Category:
Information Technology
RTBSS Solutions Sales Representative
Title: RTBSS Solutions Sales Representative Location: Colorado - Denver An HP CMS Solution Sales Representative ( SSR ) is responsible for selling CMS Solutions based on RTBSS ( Real Time - Business Support System) domain portfolio to end-user customers in assigned geographic territory or accounts. This specialist sales resource will work very closely with HP Enterprise Business EAMs and HP CMS sales teams throughout the territory assigned.
Represents the company and Communications & Media Solutions (CMS) portfolio to the customer and the customer to the company in all sales-oriented activities. The focus of this position is to maintain and grow the base business, focus on complex solutions and new business opportunities within the account base, and support broader sales efforts. This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding of the unique business needs of the client. This position will tailor strategy and solutions to meet the needs of the customer and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development leveraging RTBSS portfolio.
Applies advanced subject matter knowledge within the RTBSS domain to complex business issues, and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving sales objectives. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. May provide mentoring and guidance to other employees. Acts as an expert providing direction and guidance to process improvements and establishing policies related to RTBSS solutions. Frequently represents the organization to external customers/clients. 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.
Hewlett-Packard is an equal opportunity employer. We welcome the many dimensions of diversity.
Accommodation of special needs for qualified candidates may be considered within the framework of the HP Accommodation Policy.
Qualifications
Core Qualifications
1. Experienced Communications Industry Solutions Sales Executive -- Consistent over quota achievement within past 5 selling years of sales in telecom accounts 2. Strong background of selling complex solutions sales including large scale professional services deals (Deal Sizes in excess of 2M in Services) 3. Strong knowledge of wireless technologies -- ability to articulate the revenue generation and revenue management challenges facing wireless operators today. 4. Relationship Management at the Director, VP and C level 5. Experience in developing and negotiating large scale complex solutions deals. 6. Strong Knowledge of Billing Industry Market Place (relative positioning of HP vs Amdocs, Ericsson, Convergys, Oracle, SAP, Intec, OpenNet) 7. In depth knowledge of at least one of the following Billing Mediation, Convergent Charging, Communications Fraud, Policy, Revenue Assurance
Preferred 1. 5 years of experience working with a major billing vendor or systems integrator to the communications industry 2. Background in communications service provider for 10 years OR in a consulting services delivery position to a communications service provider or a combination. 3. Demonstrated ability to both work independently and in leading teams of solution architects in pursuit of complex solution sales 4 . Knowledge of 3GPP protocols and the relative positioning of DPI, PCEF and PCRF vendors 6. Personal contacts and relationships at the VP, Director and C level in communications providers in the United States. 5 . MBA with a prior engineering background or equivalent education 6 . Knowledge of DOCSIS and Cable Television and Media Industry Trends
Critical Competencies to Drive Business Results:
Business Acquisition & Administration Aggressively manages new or expanded account business to capitalize on early success
Opportunity Qualification Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
Solution Planning/Formulation Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
Deal Advancement & Closing Negotiates and drives deals to ensure successful closes and high win rates
Client Technical Education/Assistance Establishes HP's technical creditability and solution capability within customer's engineering, technology and service delivery organizations through education & assistance
Pipeline Management Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities; high predictability in quarterly and yearly forecasts
Prioritizing Accounts/Focusing Supports sales strategies and activities that effectively and efficiently target HP's efforts and resources to closeable wins
HP Sales Productivity Tools/Processes Systematically applies HP sales planning & productivity tools/processes to manage work
Resource Optimization Applies partner and internal resources effectively and efficiently to advance sales opportunities
HP Sales Initiatives/Goals Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales activities
Solution Acumen Demonstrates comfort with industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs
Influencing Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority
