HP posted a job you might be interested in March 07, 2014 at 10:00PM

HP



Senior Sales Exec - Consumer/Retail/Transportation

Dallas/Fort Worth Area, US - Retail, Transportation/Trucking/Railroad

Senior Sales Exec - Consumer/Retail/Transportation Industries

Lead deal teams and represents HP to the customer for Outsourcing deals up to more than $500m TCV. Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).

• Coordinates all deal team efforts with sponsorship of OS Engagement Director.


• Assists in opportunity qualification and risk assessment.


• Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.


• Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.


• Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.


• Lead negotiations for large complex global deals.


• Proactively manages all resource requirements throughout deal pursuit.


• Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology and process adoption.

Impact/Scope:

• Is assigned to close one or more complex global accounts with approximate annual revenue $100M.


• Orchestrates across all Business Units.


• Has great deal of Business Units and outside Services credibility and knowledge needed to lead the other BU to project goals.


• Industry knowledge guides HPS strategy.


• Regularly contributes at the Director level.

Qualifications
Education and Experience Required:

• Typically 15+ years in complex IT service business environment.


• University or Bachelor's degree; advanced or MBA preferred.


• Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices.


• Demonstrate mastery to state-of-the-art technical, functional or business knowledge.


• Demonstrate managerial and planning skills.


• Managed successfully at least 3-5 large regional or global managed services or M&A deals.

Knowledge and Skills Required:

• Unique and comprehensive industry knowledge in multiple key industry IT domains both internal and external to HP.


• Capable of working with client to develop their high-level IT strategy and roadmap.


• Capable of entering into a dialogue about value exchange for pricing innovation where HP is not the low-cost provider.


• Proactively creating small but significant consulting assignments that shapes RFP's before they are issued reducing risk for clients and increasing probability of success for HP.


• In-depth knowledge about the customer's business, strategy and challenges.


• Knows HP's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.


• Builds and maintains the C&I portfolio of business and tracks of value exchange.


• Considered the industry thought leader that directs industry trends and sets industry standards.


• Credible board level transformation advisor.


• Familiarity with program & project management methodologies.


• Leadership skills in directing pursuit and/or delivery teams with many indirect reports.


• Highly developed consultative approach, solution selling and business development skills with an ability to consult with CEO's of global companies.


• Highly developed business development, negotiation skills and ability to influence contract content.


• Acts as an executives sponsor for more than one project.

No salary provided



Posted March 07, 2014 at 10:00PM from LinkedIn http://ift.tt/1f82xRB

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