Description

Responsibilities

Opportunity Analysis

 

  • Engages client's IT and business staff and management.
  • Identifies client's business and technical requirements.
  • Understands which offerings best address customer needs.
  • Identifies probable competition, evaluates relative strengths.
  • Be informed about client budget, pricing, and allowable costs of solution.

     

Solution Design and Development

 

  • Provides solutions to meet client requirements, is able to adapt to new requirements and optimize solutions.
  • Validates standard solutions, services and products early in the planning cycle.
  • Considers client growth path, client scalability of elements of solution.
  • Creates solution using standard elements and minor customization to meet defined requirements.
  • Solutions meet scope and service level agreement objectives.
  • Ensures that any solution elements within their scope contribute to an innovative value proposition.
  • Is creative and adapts to customer needs rather than providing "boiler plate" responses.
  • Defines any risks associated with their solution element.
  • Understands the impact on other solution elements, defines and documents mitigation strategies.
  • Ensures optimal costs within their scope of responsibility on each deal, using standard tools and thorough review with Delivery.
  • Captures and highlights risks and any associated costs.
  • Documents how the solution achieves required cost savings.
  • Creates detailed cost model, assumptions and service description for one tower component and contributes to client-facing documentation.
  • Participates in due diligence activities and integrates results of findings into solution and cost (pre and post contract).
  • Is deliverables focused with appreciation of time sensitivity.

     

Solution Leadership

 

  • Interprets and executes solution direction.
  • Influences subordinates and peers.
  • Defines consistent volumes, constraints, assumptions, drivers, "seams" for use by peers, subject matter experts.
  • Allocates solution responsibility to peers, subject matter experts, guided by offering or tower sub-component definitions.
  • Sets expectations regarding peer and subject matter expert deliverables, timeframes, etc.
  • Supports consolidation of models, assumptions by financial analysts, writers and others.

     

Solution-Pursuit Integration

 

  • Communicates inter-tower dependencies, volume overlaps, allowable costs per tower, staff sharing, and more.
  • Assesses solution, delivery and client needs to identify integration points.
  • Clearly defines all risks through governance process and works to mitigate.
  • Provides requested inputs for contract items.
  • Transition solutions meet client timeline, asset handling and risk parameters.
  • Applies service start-up and delivery organizations' guidelines.
  • Conducts component peer reviews, supports higher-level Delivery and commercial governance reviews.

     

Client/Customer Relationship

 

  • Builds strong professional relationships with key IT and business executives.
  • Applies consultative selling techniques to advance opportunities.
  • Builds customer loyalty through being a trusted advisor.
  • Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
  • Effectively communicates and articulates the details of their solution functions in a proposed customer solution

     

Account Team Collaboration

 

  • Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
  • Transfers knowledge to account team.
  • Understands the roles and effectively engages other teams and resources within HP and partners.
  • Applies technical skills to identify overlooked opportunities within the account.
  • Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

     

Education And Experience Required

 

  • Technical university or Bachelor preferred or equivalent experience.
  • 5-8 years or more experience in technical selling and/or consultative selling.
  • Technical and/or solution experience in IT industry.
  • Experience in vertical industry (DAAS/ PC Services) preferred.
  • 2-5 years experience in project/program management.
  • From IT industry with Mainstream in PC, laptop
  • Experience dealing with business - Enterprise Customers

     

Knowledge And Skills

Technical/Solution

 

  • Demonstrates solid knowledge of outsourcing services, breadth of solutions.
  • Good awareness of portfolio offerings, standards.
  • Demonstrates current understanding of technical innovations and trends and their impact on solving customer business problems.
  • Demonstrates ability to work as a contributing team member for large complex projects.
  • Has a high level understanding of the portfolio roadmaps of multiple business units.

     

Business

 

  • Understands and applies basic financial and accounting concepts and applies them appropriately in positioning proposed solutions.
  • Applies understanding of the customer's value chain and business requirements when designing and proposing solutions.
  • Communicates the value of the solution in terms of financial return and benefits, impact on customer business goals.

     

Industry

 

  • Solid level of industry acumen; keeps current with trends and able to converse with client on requirements, solution, issues and challenges.

Key Skills
Education

Bachelor’s Degree

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