Medium Business Sales Specialist
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…