Sales Representative – Public Sector Catalunya

HP · Sant Cugat del Vallès

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Description -

This role is responsible for driving business growth and developing strategic customer relationships across the Public Sector in Catalunya, covering relevant regional and local government organisations and public entities. 

The role requires a strong understanding of the public-sector environment, complex procurement processes and the technology and operational priorities of public administrations. 

The Sales Representative develops and executes territory and account strategies, identifies and qualifies new opportunities, manages complex and long-term sales cycles and coordinates internal and external stakeholders to deliver solutions aligned with customer priorities. 

The role combines business development, strategic account management, opportunity management and public procurement expertise, with accountability for revenue growth, pipeline development, customer satisfaction and long-term market presence across Catalunya. 

Responsibilities 

• Develops and executes strategic territory and account plans for assigned Public Sector customers in Catalunya, identifying customer priorities, key stakeholders, procurement cycles and short-, medium- and long-term business opportunities. 

• Builds trusted relationships across customer organisations, engaging with decision-makers, procurement stakeholders, IT teams, technical stakeholders and senior leadership to understand requirements and position the organisation as a strategic technology partner. 

• Demonstrates a deep understanding of the organisation's portfolio, solutions and services, translating technical capabilities into clear business, operational and financial value propositions relevant to public-sector customers. 

• Identifies, qualifies and develops new business opportunities while expanding existing accounts and building a healthy and sustainable sales pipeline across the territory. 

• Leads complex sales opportunities from early engagement and qualification through proposal, tender, negotiation, award and contract execution, coordinating the required internal resources throughout the sales cycle. 

• Works closely with presales, technical specialists, services, legal, finance, bid management, partners and other internal teams to develop competitive, differentiated and compliant customer solutions. 

• Develops a strong understanding of the Catalan public-sector procurement landscape, including public tenders, framework agreements, centralised purchasing mechanisms and other applicable Public Administration procurement processes. 

• Anticipates upcoming procurement opportunities and engages early with customers and the relevant ecosystem to strengthen positioning and maximise business opportunities. 

• Analyses market trends, public-sector priorities, customer investment plans and competitor activity to identify emerging opportunities and contribute to territory and sales strategy. 

• Develops and manages an effective partner ecosystem, including technology partners, resellers, distributors and systems integrators, where appropriate to the go-to-market model and customer requirements. 

• Drives contract renewals, extensions and expansion opportunities, focusing on sustainable growth, customer value and increased total contract value. 

• Ensures sales activities comply with applicable public procurement, contractual, ethical and regulatory requirements, working with the appropriate internal legal and compliance teams. 

• Maintains accurate opportunity, pipeline and forecast information and provides clear visibility of deal status, risks, competitive positioning and next steps. 

• Acts as a key point of contact for customers throughout the commercial lifecycle, coordinating internal teams to address issues and maintain high levels of customer satisfaction. 

• Represents the organisation in relevant customer engagements, industry events and Public Sector forums, strengthening the company's presence and identifying new business opportunities across Catalunya. 

Education & Experience Recommended 

• Four-year or Graduate Degree in Business Administration, Sales, Marketing, Engineering, Information Technology or another relevant discipline, or equivalent professional experience. 

• Typically 7–10 years of experience in enterprise or Public Sector sales, preferably within Government, IT infrastructure, workplace technology, managed services or related technology environments. 

• Demonstrated experience managing complex B2G/B2B sales cycles, strategic accounts and multi-stakeholder opportunities. 

• Experience with public tenders, framework agreements and formal procurement processes is highly desirable. 

• Experience engaging with regional or local public administrations and public-sector organisations in Catalunya would be advantageous. 

• Strong ability to operate across a geographically and organisationally diverse territory and to coordinate multiple opportunities and stakeholders simultaneously. 

• Professional fluency in Catalan and Spanish is highly desirable, together with English appropriate for an international business environment. 

Preferred Certifications / Additional Qualifications 

• Public-sector procurement or government contracting knowledge. 

• Consultative or solution-selling methodologies. 

• Relevant technology or industry certifications would be advantageous. 

• Knowledge of the Spanish and Catalan public procurement environment would be highly valued. 

Knowledge & Skills 

• Account Management 

• Business Development 

• Business-to-Government (B2G) Sales 

• Complex Sales Management 

• Consultative Selling 

• Enterprise Sales 

• Government & Public Sector Sales 

• Public Procurement 

• Key Account Planning 

• Opportunity Qualification 

• Partner & Ecosystem Management 

• Pipeline Management 

• Presales Collaboration 

• Public Tenders & Framework Agreements 

• Relationship Management 

• Sales Forecasting 

• Solution Selling 

• Stakeholder Management 

• Strategic Account Management 

• Technical Sales 

• Tender & Bid Management 

• Territory Management 

• Value Proposition Development 

Cross-Org Skills 

• Effective Communication 

• Results Orientation 

• Strategic Thinking 

• Customer Centricity 

• Learning Agility 

• Digital Fluency 

• Collaboration 

• Negotiation 

• Executive Stakeholder Management 

• Integrity & Compliance Awareness 

Impact & Scope 

• Directly contributes to revenue growth and strategic account development across the Public Sector Catalunya territory. 

• Manages opportunities involving multiple customer stakeholders, partners and internal functions, often within complex and regulated procurement environments. 

• Provides expertise to cross-functional pursuit teams and contributes to broader Public Sector go-to-market initiatives. 

• Helps strengthen the organisation's long-term positioning within strategic Public Sector customers and the broader technology ecosystem in Catalunya. 

• Balances development of existing strategic accounts with the identification and acquisition of new Public Sector business opportunities within the assigned territory. 

Complexity 

• Works on complex sales opportunities where success requires an in-depth understanding of customer organisations, procurement processes, competitive dynamics, technology solutions and the Public Sector ecosystem. 

• Navigates long sales cycles, formal tendering processes, multiple decision-makers and complex internal and external stakeholder structures. 

• Manages multiple accounts and opportunities across the territory, prioritising resources according to business potential, strategic relevance and probability of success. 

• Balances customer requirements, commercial objectives, compliance, competitive positioning and internal governance when developing and executing sales strategies. 

Sales & Services Entity

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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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