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. If you are going to do something, Make it Matter.
Job Description
Duties:
Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
Identifies customer-wide IT and business parameters and constraints that impact the solution
Identifies probable competition and evaluates relative HP strengths
Architects an appropriate technical solution to meet the customer’s requirements
Capable of adapting 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
Communicates the value of HP technology in business terms
Understands and addresses CxO issues in relevant business terms
Advances opportunities through the use of effective consultative selling techniques
Is perceived as a trusted technical advisor by the customer
Articulates the details of the team’s component roles in a proposed customer solution
Actively participates with the account team in account and opportunity planning on a global basis
Provides solution advice, proposals, presentations, and other customer communications
Analyzes and provides support to deals in the pipeline as appropriate
Transfers knowledge to account team
Understands the roles and effectively directs other teams and resources within HP and partners
Identifies overlooked opportunities suggested by technical expertise
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
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
Work with the pre-sales manager to build a solid Service Management, Business Service Management, Application Lifecycle Manager, Cloud and Automation opportunities in the local region
Work and support peers in technical engagements
Build a strong relationship with local Sales, Presales and MEA Presales to explore ways to grow the business
Experience in leading technical team is desirable.
Be recognized in the wider HP Ecosystem
Qualifications
Profile:
Technical University degree or Bachelor’s degree; Master’s degree preferred
Preferred 12+ years of experience in technical consultative selling and account management
Technical and solution experience in IT industry
5-10 years of experience in project/program management
Desirable:
Experience in vertical industry preferred
2-3 years in software management, business services management, automation, service desk and/or system integration/implementation
Experience in the consulting industry focusing on solution selling and delivery
Proven presales track record with tangible customer engagement impact
