A challenging but rewarding position based in Warsaw covering mainly the Tier 1 operators and media market with a strong focus on the main operators.

The position is directly reporting into the CMS Regional Sales Leader in Central Eastern Europe. The CMS solution portfolio consists of HP telecom specific software, integration, support and hosting services as well as 3rd party involvements.

The responsibilities include:

Account Planning together with the Account Manager
plans sales and account strategy in alignment with corporate strategy
actively develops and manages business plans to meet order and revenue goals
forecasts and communicates sales progress

Strategic sales planning & implementation
develops strategic sales plans to advance market share and achieve profitable growth
focuses on strategic direction - understands the CMS and overall HP's strategic direction and portfolio

Pipeline management
builds and monitors sales pipelines to ensure near and long term opportunities
analyzes overall win rates and win/loss ratios

Deal management
assesses deals to ensure problem-free processing by HP back-end operations
manages the complete lifecycle of deals from shaping to closing/ booking

Competitive Positioning
uses competitive intelligence in account planning and sales activities to influence customer's buying decisions

Change management
works through an environment of change
effectively leads a sales team through transitions

C-level partnering
contributes to enduring executive relationships at the highest levels of the client's organization
establishes professional relationships and credibility with key IT and business executives

Consultative selling
coaches team on applying consultative-selling techniques that result in revenue growth
supports the efforts of the team during client meetings and client calls
ensures sales teams have access to other HP resources

Industry and client knowledge
stays current with telecoms industry to enable competent client dialogue
understands client business challenges, industry trends and markets
Converts customer's requirements into sales opportunities for HP CMS

Examples for solutions sold by CMS
· OSS ( trouble ticketing, service quality management, umbrella management, order execution, provisioning, …)
· BSS (CRM implementation, mediation, fraud and revenue assurance, campaign management, …)
· Actionable customer intelligence (policy management, online charging, device management, …)
· Business and Process consulting services

• min 7 years of experience in telecommunication market
• understanding of the telecommunication market trends and challenges
• well established customer relationships on Cx-Level
• proven track record of consultative selling, projects >1m USD
• network to local partners
• local mother tongue and good English to communicate within HP
• trained on any sales methodology like TAS
• Strong team work and leader capabilities