Job Description

Job scope/summary:


Part of Global Services and Solutions organization, the EMEA Services Pursuit Center has the charter to support Contractual Business from a presales perspective. Services Architects are on the lead of those opportunities.


A Services Architect is supporting large and complex print services opportunities with cross market and worldwide scope. This involves critical responsibilities like assembly of the deal team resources and utilization, interface between Sales/Pursuit/Delivery/Functions, support of critical bid execution phases, monitoring of the bid process execution and compliance.

Job specifics/responsibilities:

• Create awareness of Managed Services offerings
• Assess customer's business and technical needs and challenges related to their printing environment. Articulate Value proposition and identify additional grow area (upsell, opportunity expansion)
• Develop Services & Solutions scope and design using HPI portfolio components, third party components, delivery requirements validation and offer negotiation.
• Architects an appropriate end-to-end solution to meet the customer's business and technical requirements while remaining price competitive. Adapts solution design to evolving requirements until closing phase.
• Document deal assumptions, costing, pricing, risk plan, proposal, customer presentation and contractual documents.
• Coordinate cross-HP functions to ensure execution of Solutions initiatives within targeted accounts.
• Coordinate execution to meet Sales team Turn-around-Time and win rate to secure Engagement's success.
• Advances opportunities using effective consultative selling techniques and builds customer loyalty acting as a trusted advisor
• Maintains excellent communications with customer's executive management and actively drives deal closing.

Key deliverables/accountabilities:

• Achieving the team's Total Contract Value and Margin Targets
• Customer satisfaction
• Achieving yearly personal goals and personal project goals as part of the FPR process
• Delivering the job/assignment that is assigned to him/her from the hiring manager and the identified team leader.
• Work and document the work according to the compliant organizational standards.

Working relationships:

Internal

• Cross-functional on all levels

External

• Cross-functional on all levels

Education (degree) and professional experience required:

• Bachelor/Master
• Typically 1-3 years experience in technical selling and/or consultative selling.
• Experience in industry desired.
• Experience in virtual team environment

Other requirements:

• •Fluent English•
• •Other European language will be an asset•

Personal skills and qualities:

• •Strong communication skills; Positive can-do attitude; Customer centric approach•
• •Out of the box thinking - able to find solutions•
• •Strong communication and influencing skills; Excellent teamwork skills•
• •Able to apply tools and technology to produce results•
• •Able to understand global business processes and identify impact of change•

Technical skills (procedures and documents the employee has to be acquainted with):

• •MS Office•
• •Reporting tool /Data management•