3D Print - Field Sales Representative

3D Print - Field Sales RepresentativeDescription -HP 3D / Additive Manufacturing Sales Specialist driving sales and the demand of HP 3D Print / additive manufacturing solutions, MJF parts and professional services in the Industrial and Consumer segments.  Applies a “Challenger” selling mindset to challenge the traditional manufacturing mindset that most companies embody today.Responsibilities:Client/Account RelationshipBuilds strong professional working C-suite relationships with the client.Establishes a high level of personal credibility with key client executives; acts as a trusted advisor.Leverages executive sponsors and other HP resources to strengthen HP’s relationship and credibility with client influencers and decision makers.Researches and understands the client's industry.Deeply understands client business strategies and challenges.Advances opportunities through traditional sales cycles that result in profitable revenue growth for HP.Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and priorities and positioning relative to traditional manufacturing and competitors.Leverages existing engagements and MJF parts business through HP 3D parts providers to seed and grow new opportunities.Maintains high-level of customer loyalty and builds trust and integrity.Business ManagementBuilds and executes a Territory Business Plan (TBP) that includes both tactical and strategic initiatives to grow HP’s 3D Print / additive manufacturing presence.Builds and executes a Strategic Account Plans (SAP) that includes both tactical and strategic initiatives to grow identified strategic accounts in the territory.Actively drives both TBP and SAP results through effective account management and reviews.Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.Manages a balanced pipeline representing HP 3D Print systems, MJF parts, and professional services.Represents the entire HP 3D Print portfolio of solutions and services; MJF and Metal Jet.Engages partners effectively to improve win rates and delivery of selected deals.Meets or exceeds quarterly and annual revenue & margin quotas.Participates in/drives account Team Management.Orchestrates all HP resources and sponsorship essential for executing the TBP and SAP.Engages and manages team members in complex presales and sales activities; Application Engineers, Inside Sales, Sales Operations and Sales Management.Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for HP.Proactively engages HP 3D Print partners to define and pursue joint growth opportunities within accounts.Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.Education and Experience Required: Bachelor’s degree.Typically, 8-12 years account management experience.Industrial, Healthcare, Mobility, and Consumer segment experience.Traditional Manufacturing experience.3D / Additive Manufacturing experienceKnowledge and Skills: Account/Business DevelopmentUses consultative, solution selling and business development skills at the C-suite to align the client's business needs with HP's solutions.Builds strong C-suite relationships, especially working with executives in lines of business.Negotiates at the C-suite level.Adept at advanced sales negotiations and positioning.Communicates solution value under pricing pressures from customer business and procurement professionals.Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the C-suite and business management level.Submits timely, predictable, and accurate sales forecasts.Effectively leads an account team to ensure coordinated, efficient, account management, and accountability for achieving business results.Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.Demonstrates strong presentation and communication skills at the C-suite level.Manages end-to-end sales processes in large deals.Adheres to HP’s Standards of Business Conduct and code of ethics.Industry Acumen:Deep knowledge of 3D Print / additive manufacturing and traditional manufacturing, the client’s position, industry challenges, and standards within the industry including risk, certification, and compliance issues.Keeps abreast of trends and lead discussions with Additive Manufacturing and Traditional Manufacturing on strategic directions and linking discussions.Portfolio Knowledge:Strong knowledge of HP’s breadth of 3D Print / additive manufacturing solutions.Easily applies 3D Print / additive manufacturing solutions, products, service knowledge to solving business challenges.Specialty Knowledge:Is considered an expert of 3D Print / additive manufacturing products, traditional manufacturing processes, solution, or service offerings as well as competitor’s offerings.Uses expertise in 3D Print / additive manufacturing products, traditional manufacturing processes, consultative solution selling, and business development skills to align the client’s business needs with solution.Demonstrates leadership and initiative in successfully driving 3D Print / additive manufacturing products sales in accounts – prospecting, hunting, negotiating and closing deals.Demonstrates a successful ability to leverage HP’s portfolio of 3D Print / additive manufacturing products and services to change the playing field against our competition.Impact/Scope:Typically manages many accounts over a multi-state region.Typically qualifies and closes large deals of moderate to high complexity.Works with all levels of decision makers in the client organization; Sr. Managers to C-suite.Participates in account investment decisions in pricing and resources.ComplexityLeads sales engagements requiring high complexity, scheduling, and coordination to meet client deadlines.Typically, oversees engagements with complex portfolio solutions.Orchestrates regional pursuit resources for the account.  Job -SalesSchedule -Full timeShift -No shift premium (United States of America)Travel -Relocation -EEO Tagline - HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.