Description:

Responsibilities:

Opportunity analysis :

• Gathers and assesses customer needs, both business and technical.

• Identifies related needs (lead generation, opportunity expansion).

• Identifies site-specific and corporate parameters and constraints that impact the solution.

• Identifies required project steps.

• Identifies likely problem areas that require attention.

• Identifies probable competition and product roll-out data/training needs and evaluates relative HP strengths.

Solution Planning and Design :

• Architects an appropriate technical solution to meet the customer's business requirements.

• Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future.

• Adapts solution design to new requirements.

• Establishes the validity of a solution and its components.

• Identifies the growth path and scalability options of a solution and includes these in design activities.

• Generates an implementation plan with timelines for the solution.

• Creates the appropriate test plan as required

• Anticipates some of the potential challenges for the proposed project plan.

• Anticipates and plans for competitive threats.

• Actively identifies opportunities to assist peers Regionally in area of expertise (e.g., writing white-papers).

Client/customer relationship.

• Maintains excellent communications with customer executive management across the Region.

• Represents HP as technical expert with customers; shares knowledge in area of expertise and links to related technology areas.

• Advances opportunities through the use of effective consultative selling techniques.

• Builds customer loyalty through being a trusted advisor.

• Partners effectively with others in the account to ensure problem resolution and customer satisfaction.

• Communicates and articulates the details of their component roles in a proposed customer solution.

Team collaboration :

• Actively supports the account team with solution advice, proposals, presentations, and other customer communications.

• Analyzes and provides support to deals in the pipeline where needed.

• Transfers knowledge to Presales peers via mentoring and contributing participation in peer education programs.

• Understands the roles and affectively engages 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.

Education and Experience Required :

• Technical University or Bachelor's degree.

• Typically 8-12 years experience in technical consultative selling and account management.

• Technical and/or solution experience in appropriate industry.

• Experience in vertical industry preferred.

Knowledge and Skills:

Technical/Solution acumen:

• Demonstrates a broad knowledge of HP's technology & solutions, with deep expertise in area of specialization and related technologies.

• Knowledgeable in competitive solutions knowledge.

• Links HP solutions with data business center needs to create customer business value.

• Applies broad understanding of technical innovations & trends to solving customer business problems.

• Applies productivity-enhancing tools and processes.

• Solid credibility with HP's business units and account teams based on history of solid results and contributions.

• Establishes thought leadership in technical specialty area with customers.

• Demonstrated ability to work as the lead for large complex projects.

• Has a high level understanding of the HP product roadmaps for multiple BU's, and deep knowledge in area of specialization.

• Has demonstrated extensive hands-on level skills with some of the technology.

Business acumen:

• Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers.

• Creates solutions that creatively address customer value chain and business requirements.

• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.

• Appropriately tailors communications to varying levels of customer management.

Industry acumen:

• Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges Solution selling.

• Demonstrates strong communications skills with executive managers, as well as some C-level executives.

• Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP.

Thanks for taking the time to review our available position, if you think it is a match for your experience and interests please apply today – we are eager to learn more about you!