Job Description

Applies •advanced • subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

•Responsibilities: •

•Opportunity Analysis •

• Engages IT and business management: face to face interaction.
• Understands which offerings best address customer needs and business requirements.
• Ongoing qualification of solution merits.
• Identifies services opportunities for HP in customer's enterprise information technology.
• Ensures solution addresses win themes.

•Solution Design and Development •

• Provides solutions to meet client requirements and is able to adapt to new requirements.
• Identifies and evaluates value- add alternatives, solutions to those alternatives.
• Optimizes solutions plus broader customer IT strategy.
• Considers client growth path, client scalability, client IT strategy and business impact.
• Takes end to end view of solution, ensuring elements within their responsibility deliver against the defined business outcomes, using standard components wherever possible.
• Ensures solution compliance with HP strategic direction.
• Suggests solution approaches that add client value.
• Works with financial analysts to validate results versus applicable criteria.
• Captures and highlights risks and any associated costs.
• Models multiple offerings/components of own tower.
• Understands interaction of deal variables (volumes, services, service level agreements, locations, and more) between tower components.
• Delivers and owns, accurate financial models that are logically structured and reflect the technical solution.

•Solution Leadership •

• Directs solution activities, decisions.
• Influences peers, Delivery reviewers at peer level.
• Leads service element integration within tower, tower sub-component volume tradeoffs, interconnects between tower services.
• Directs consolidation of models, assumptions by financial analysts, writers and others.

•Solution-Pursuit Integration •

• Anticipates, communicates and solutions to optimize inter-tower dependencies, overlaps, staff sharing, and more.
• Effectively integrates client process adoption and delivery startup needs.
• Clearly defines all risks through governance process and works to mitigate.
• Highlights where non-standard tower provisions impact contract (Statements of Work, Service

Level Agreements, billing, client obligations, etc.).
• Develops transition solutions including asset and/or employee transfer, analysis of current asset re-deployment and appropriate account start-up planning activities.
• Includes integration with client processes and policies.
• Provides for delivery tools deployment, staffing and process startup.
• Conducts and/or coordinates solution, tower peer reviews, participates in higher-level Delivery and commercial governance reviews.

•Client/Customer Relationship •

• Builds professional relationships with key IT and business executives across the region.
• Understands and addresses CxO issues.
• Applies consultative selling techniques to advance opportunities.
• Participates in/supports negotiation of technical contract elements.

•Account Team Collaboration •

• May actively participate with the account team in account and opportunity planning across the region.
• Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.
• Understands the roles and proactively engages other teams and resources within HP and partners.

•Education and Experience Required: •

• Technical university or Bachelor preferred or equivalent experience.
• 8-12 years experience in solution selling and/or consultative selling.
• 5-7 years experience in project/program management.

•Knowledge and Skills: •

•Technical/Solution •

• Demonstrates a broad knowledge of outsourcing services and solutions, with expertise in area of specialization.
• Awareness of Alliance partner offerings and directions, current industry news.
• Applies broad understanding of technical innovations and trends to solving customer business problems.
• Demonstrates thought leadership in speciality area.
• Demonstrates ability to work as the lead for components of large complex projects.
• Has in-depth understanding of the product and services portfolio roadmaps of multiple business units.

•Business •

• Leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.
• Proposes solutions that creatively address customer value chain and business requirements.
• Persuasively communicates the value of the solution in terms of financial return and benefits, impact on customer business goals.

•Industry •

• Extensive level of industry acumen.

•Ongoing Development •

• Participates in role-related tools testing.
• Investigates and evaluates new services and product offerings.
• Develops professional profile: enhances client-facing skills; reads industry publications; attends vendor seminars and/or training.


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