Hewlett-Packard: Solutions Lead

At HP, we don’t just believe in the power of technology, we believe in the power of people when technology works for you. We believe in applying new thinking and ideas to improve the way our customers live and work.

Job Title: Solutions Lead

Job Description

Opportunity analysis
Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
Identifies business value creation implications
Identifies customer-wide IT and business parameters and constraints that impact the solution
Identifies probable competition and evaluates relative HP strengths

Solution Planning and Design
Architects an appropriate technical solution to meet the customer’s requirements
Optimizes a solution’s fit to the requirements of an opportunity plus the broader customer IT strategy
Adapts solution design to new requirements
Establishes the validity of a solution and its components with both short and long term implications
Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning
Optimizes a solution to maximize HP competitive advantages

Client/customer relationship
Builds strong professional relationship with key IT and LOB executives globally
Communicates the value of HP technology in business terms
Understands and addresses CxO issues in relevant business terms
Applies strong consultative selling techniques to advance opportunities
Is perceived as a trusted technical advisor by the customer
Manages problem resolution and customer satisfaction issues through strong partnering capabilities
Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Account team collaboration
Actively participates with the account team in account and opportunity planning on a global basis
Provides solution advice, drives proposals, presentations, and other customer communications during pursuit
Transfers knowledge to account team
Understands the roles and effectively directs other teams and resources within HP and partners
Applies technical skills to identifying overlooked opportunities within the account
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

Scope and Impact
Contributions have major impact across HP Regions and BU’s, and strong impact on HP’s business
Analyzes and leads the presales direction for the Region and/or major accounts
Breadth of influence goes across multiple organizations within the Business and is sought, valued and used
Desired Skills & Experience

Technical University degree or Bachelor’s degree; Masters degree preferred
Typically 12+ years experience in technical consultative selling and solution/account management
Technical and solution experience in IT industry
Experience in vertical industry preferred
5-10 years experience in project/program management
Appropriate solution or career certifications

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