Medium Business Sales Specialist

HP · Sant Cugat del Vallès

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Description -

The Medium Business Sales Specialist is a senior Field Sales role supporting multiple Inside Account Executives (IAEs) across a defined portfolio of Medium Business accounts. The role brings commercial expertise, seniority and strong customer-facing experience to the account team, focusing on developing and accelerating opportunities, expanding pipeline, negotiating and closing complex deals, and driving business growth.

Acting as a trusted and experienced sales reference for the IAEs, the Sales Specialist engages with customers, Channel Partners and internal stakeholders to identify opportunities, navigate complex sales situations and improve win rates.

A key differentiator of the role is regular face-to-face customer and partner engagement, extending the Inside Account Executive coverage model and providing senior commercial presence with customers to accelerate business outcomes.

Key Responsibilities

Account Coverage & Opportunity Development

• Support multiple Inside Account Executives in managing and growing assigned medium business accounts.
• Represent the account team through regular face-to-face customer meetings, partner engagements, and local events, extending HP’s field presence across the assigned territory.
• Proactively engage customers in person to uncover whitespace, develop new business opportunities, and accelerate strategic opportunities identified together with the Inside AEs.
• Support new logo acquisition and hunting activities, with particular focus on prospective customers, low-share accounts, and whitespace opportunities.

Opportunity Advancement & Pipeline Management

• Drive early-stage sales opportunities from qualification through readiness for handoff or closure.
• Actively contribute to opportunity closure, working with Inside AEs and the broader sales ecosystem to overcome barriers, progress deals, and maximize business outcomes
• Track, follow up, and coordinate activities related to quotes, proposals, renewals, and sales opportunities.
• Manage multiple concurrent opportunities while maintaining accurate records and forecasting information.
• Maintain up-to-date CRM data, customer interactions, and opportunity status information.

Customer Engagement & Sales Execution

• Conduct regular face-to-face customer engagements as a core part of the role, focusing on strategic opportunities, new logo development, whitespace identification, deal acceleration, and relationship building.
•  Build strong relationships with key customer stakeholders and coordinate with Inside AEs, partners, and specialists to progress opportunities and drive them towards closure.

Partner & Stakeholder Collaboration

• Coordinate the right HP and partner resources around strategic opportunities, bringing together Inside AEs, Sales Specialists, Technical Consultants, Channel teams, Category, Services to maximize customer value and business impact.
• Coordinate with marketing teams and provide feedback regarding lead quality and campaign effectiveness.

Data & Territory Management

Maintain territory and account information, ensuring high-quality CRM data.

Analyze sales trends, customer activity, and whitespace opportunities to prioritize actions.

Monitor account performance and identify areas for growth and expansion.

Support accurate segmentation and account planning activities.

Education & Experience:

• Bachelor’s degree in Business, Marketing, Sales, Technology, or a related field is required.
• More than 5 years of solid sales experience in end-customer facing roles, with a proven track record in customer management, complex opportunities and deal closure
• Proven experience managing and developing Medium Business customers.
• Strong face-to-face customer engagement and consultative selling skills.
• Proven ability to develop new business, new logos, whitespace, cross-sell, and upsell opportunities.
• Experience working with Channel Partners and managing pipeline and CRM.
• Experience in technology or solutions-based selling is preferred.
• Native Spanish and high English language fluency.

Qualifications

• Strong commercial maturity and autonomy, acting as a trusted and experienced sales reference within the account team.
• Proven ability to manage multiple priorities and complex sales opportunities, driving pipeline progression and results.
• Strong customer engagement and relationship management capabilities.   Effective collaboration across cross-functional teams and stakeholders, while operating independently when required.

Knowledge & Skills

Sales & Business Development

• Strong knowledge of Personal Systems pricing and margin management, including Price-to-Win strategies in indirect sales environments and customer, partner, and distributor dynamics.
• Prospecting, lead qualification, and new logo acquisition
• Opportunity management, including complex deal negotiation and closure
• Territory planning, account development, and whitespace identification
• Consultative and solution selling, including cross-sell and upsell
• Strong customer relationship management and face-to-face engagement

Technical & Product Knowledge

Knowledge of PCs, printers, and related technology solutions

Understanding of services, software, warranties, managed print, and security solutions

Familiarity with channel sales and partner ecosystems

CRM systems and sales analytics tools

Communication & Collaboration

Strong written and verbal communication skills

Customer presentation and engagement skills

Stakeholder management

Cross-functional collaboration

Partner relationship management

Sales coordination and lead transfer management

Analytical & Organizational Skills

Data-driven decision making

Opportunity prioritization

Customer trend analysis

Forecasting support

Territory management

Attention to detail and data accuracy

Time management and multitasking

Personal Effectiveness

Results orientation

Initiative and proactive problem solving

Adaptability and learning agility

Customer-centric mindset

Resilience in a fast-paced sales environment

Strong ownership and accountability

Key Performance Indicators

• Opportunity progression and conversion rates
• Pipeline growth and expansion
• Cross-sell and attach rates
• Face-to-face customer engagement activity and customer coverage
• Revenue contribution from supported accounts
• CRM data quality and accuracy
• Partner-generated opportunities
• Win-rate improvement across supported territories
• New logo and hunting opportunity development

Sales & Services Entity

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Schedule -

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Travel -

Relocation -

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"

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