Inside Sales Rep III - Account Development Representative, HP SW

Inside Sales Rep III - Account Development Representative, HP SW

ArcSight, an HP Company, is a leading global provider of Compliance and Security Management solutions that protect enterprises, education and governmental agencies. ArcSight helps customers comply with corporate and regulatory policy, safeguard their assets and processes and control risk. The ArcSight platform collects and correlates user activity and event data across the enterprise so that businesses can rapidly identify, prioritize and respond to compliance violations, policy breaches, cyber security attacks, and insider threats.
 
We are seeking a proven Account Development professional with a history of selling and qualifying business in medium to
large accounts in a high tech environment. In this position you will be responsible for qualifying opportunities for direct field
sales quota as well as supporting a field sales team with new business development, mining existing relationships for new
opportunities and managing the daily activities associated with corporate strategic selling.
Positions Responsibilities:
         Outbound "cold-calling" to a defined set target prospect accounts.
         Field inbound calls and leads from various sources and qualify for business potential.
         Contact prospects and partners through, but not limited to, phone calls, email, mailings, fax and seminars to communicate opportunities to extend initiatives with the company.
         Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
         Ensure handoffs to sales, business development and support are successful, and exceed customers satisfaction.
         Ensure reporting and communications is frequent and bi-directional.

Education and Experience Required: 

• Job Requirements:
           Proven success in building and maintaining successful relationships with prospective and existing customers.
           Work experience should include a minimum of 3 years in a sales or sales support
           Superior knowledge of accessing and using the Internet, SFA tools, and MS Office tools.
           An understanding of security, networking and technology solutions.
           Excellent communication skills are required, both written and oral.
           BS or BA in a technical or business discipline or equivalent experience.
  Knowledge and Skills Required:

• Solid telesales skills.


• Listens to customer needs and tailors messages to customers based on their needs and ties-in additional promotional campaigns, upgrades, or extended        products/services.


• Must be a team player and juggle multiple tasks and competing priorities.


• Must be able to apply subject matter knowledge to solve common and complex business issues within established guidelines and recommend appropriate alternatives.


• Exercises independent judgment within generally defined policies and practices to identify and select a solution.


• Exhibits knowledge of HP portfolio of products or capacity to learn and utilize product resources to meet job requirements.


• With management guidance, proactively contacts and sells products/services and completes lead follow-up with assigned area of responsibility.


• Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.


• Knows and understands HPs sales tools and processes


• Strong presentation and communication skills

Critical Competencies to Drive Business Results:
 
Account Profiling
Gains and extends understanding of customers business and operations to ensure satisfaction, retention, and increased sales
 
Integrated Account Development (Hunting & Farming)
Applies hunting and farming sales negotiation and closing techniques as needed to acquire or expand sales
 
Account Relationship Building
Builds the customer relationships essential for developing business partnerships and driving strategic opportunities
 
Account Planning
Develops or supports the development of comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress
 
Sales Pipeline Manage...