HP posted a job you might be interested in HP ArcSight Strategic Sales LeadSingapore, SG - Computer Software HP is one of the world’s largest & most successful IT companies. We know that our people and values are the most important elements in this success. We invest in your personal growth and development in an environment that will both challenge and reward you. As a unified business, HP Enterprise Security Products (ESP) is one of the largest and fastest growing security organizations on the planet! Security, compliance, and risk management is a high growth market, and that market is accelerating. Those who would put enterprises at risk are increasing in number and sophistication rapidly, as evidenced by the daily reports of vulnerabilities and compromised systems. ESP is positioned to provide the best and most comprehensive solutions to secure large enterprises from these growing threats, as well as help them meet regulatory and compliance standards. We have an excellent opportunity for a seasoned ArcSight Strategic Sales Lead, to be part of Enterprise Security Products, Asia Pacific and Japan (APJ) team to own and drive sales opportunities, design sales strategies and programs to meet and exceed ArcSight revenue goal. The selected candidate will be part of a worldwide leading IT organization and a vibrant ESP Business Unit with significant opportunity for career growth. Roles and Responsibilities: • Own and be accountable for sales to achieve the APJ ArcSight product revenue goals • Identify, drive and close APJ ArcSight sales opportunities • Drive deep pipeline and deals inspection, supersizing and acceleration • Identify APJ ArcSight sales revenue hotspots, define and execute sales programs/plans to address the hot-spots • Improve leads qualification and ArcSight pipeline development • Evangelize the ArcSight portfolio to the regional field team and channel partners; ensure ESP field and channel are driving ArcSIght opportunities to achieve a balanced ESP portfolio performance • Coach and mentor field sales for deals success • Develop long term sales pipeline to increase HPs market share in the Security business • Provide support to the Account Manager and set direction for business development and solution replication • Create and grow reference customers • Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts • Build strong sales collaboration across related sales pillar leads and Product GM’s to drive increased cross-pillar deals • Work with field sales leaders and Product GM’s to define, design and drive the ArcSight Go-To-Market and sales strategy • Identify, build and drive sales programs to meet the sales strategy for revenue generation, competitive displacement and market capture • Establish a professional, working and consultative relationship with the client 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 • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions • Contribute to enduring executive relationships that establish HP consultative professionalism and promote its total solution capabilities • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIOs typical objectives, measures and metrics • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives Qualifications • Bachelor’s degree in Computer Science / Engineering or equivalent • Typically 8 to 12 years’ selling experience in Security solution sales area • Proven track record in exceeding sales targets and demonstrate achievement of progressively higher quota diversity of business customer and higher level customer interface • View as subject matter expert in Security and ArcSight and a mentor of selling strategy and designing strategy • Ability to sell large, complex high value software solutions • Expertise in consultative solution selling and business development skills to align the clients business needs with solution • In-depth knowledge of clients business, organizational structure, business processes and financial structure • Considerable knowledge of the customers infrastructure and architecture • Demonstrate leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream • Use C-level engagement skills in collaboration with account leads to offer value-add solutions to the client • Excellent project oversight skills • Work with the account team to build an effective account plan and strategy to drive incremental revenue in the account • Utilize systems and tools to forecast business • Successful partner engagement experience. Work effectively with our partners to drive additional revenue • Maintain knowledge of industry trends, associated solutions and key partner/ISV solutions • Extensive traveling in APJ region No salary provided Posted November 24, 2014 at 03:55AM from LinkedIn ift.tt/1uugIDb via IFTTT
Posted on: Mon, 24 Nov 2014 03:12:59 +0000
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