Mid-Market Inside Sales Representative

The Mid-Market Inside Sales Representative (ISR) is an end customer sales representative, focused on creation of new business opportunities out of a defined customer set. He/ she is responsible for the E2E management of identified deals through the sales cycle and keep an up-to-date pipeline. The ISR has account responsibility with quota and KPI goals. 

Responsibilities:
-  Cold calling to drive campaigns and/or profile assigned accounts to understand installed base and business drivers. Prioritize calling and profiling activities in accordance to customers ranking.
-  Actively creating new sales opportunities for HW products and associated services for selected customers in the assigned territory via telephone and web, responsible for E2E HW portfolio revenue/margin for these accounts.
-  Pro-active coverage for customers in assigned territory to expand HP Share of Wallet by generating incremental business in non-HP accounts (hunting).
-  Pipeline management & forecast for own set of accounts.
-  Build  capabilities, from procurement to senior levels of customer management. Drives opportunities from qualification to close. 
-  Portfolio selling on ISR led opportunities, Up- and Cross-Selling on partner led opportunities.
-  Close collaboration with partner on the customer or opportunity.
-  Make 10-15 outbound calls per day to customer decision maker contacts to profile customers, generate opportunities and follow up on opportunities for closure (average talk time of at least 2.5 hours per day).
-  Receive inbound calls from assigned customers or channel partners (to close opportunities) or HP personnel (Sales specialists, Presales, PSS).
-  Develop End Customer knowledge, capture customer contacts in SFDC and customer profiling in HP profiling tool.
-  Collaboration with HP Sales and Channel management to drive marketing programs, demand generation, sales initiatives and incremental revenue.
-  Check on incumbent channel and, if no channel defined, assign a preferred channel partner (select from short list based on  ).
-  Delegate and drive required internal HP back office sales support (i.e. quotations and configurations, OPG, sales comp calculation, delivery, order management requirements, exceptions).
-  Call partner frequently to drive opportunity closure. Ensure maximum commitment by partner to win project for HP (maximum closing time allowed for partner is 12 weeks).
-  Delegate and engage office-based, field and partner presales as appropriate.
-  Deal closure verification based on partner P.O. visibility. 

-  Bachelor degree (or above) or corresponding work experience in sales.
-  Absolute willingness to compete and win.
-  Demonstrated ability to create and close business.
-  Strong customer communication skills.
-  Proactive attitude towards customers.
-  Ability to manage time and (potentially competing) priorities based on customer and
quota focused objectives.
-  Good understanding of fundamental IT concepts and solutions.
-  Team player, ability to collaborate effectively in an international, multicultural environment.
-  Self-motivated, self-started attitude.
-  Ability to handle unique situations and think outside the box.
-  Problem detection and solving skills.
-  Ability to work under pressure.
-  Flexibility to work extra hours and travel occasionally.