HP
Pursuit manager CEE
Kazakhstan, KZ - Information Technology and Services
Opportunity analysis
- Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
- Identifies business value creation implications
- Identifies customer-wide IT and business parameters and constraints that impact the solution
- Identifies probable competition and evaluates relative HP strengths
Solution Planning and Design
- Architects an appropriate technical solution to meet the customer's requirements
- Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy
- Adapts solution design to new requirements
- Establishes the validity of a solution and its components with both short and long term implications
- Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning
- Optimizes a solution to maximize HP competitive advantages
Client/customer relationship
- Builds strong professional relationship with key IT and LOB executives globally
- Communicates the value of HP technology in business terms
- Understands and addresses CxO issues in relevant business terms
- Applies strong consultative selling techniques to advance opportunities
- Is perceived as a trusted technical advisor by the customer
- Manages problem resolution and customer satisfaction issues through strong partnering capabilities
- Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Account team collaboration
- Actively participates with the account team in account and opportunity planning on a global basis
- Provides solution advice, drives proposals, presentations, and other customer communications during pursuit
- Transfers knowledge to account team
- Understands the roles and effectively directs other teams and resources within HP and partners
- Applies technical skills to identifying overlooked opportunities within the account
- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
Scope and Impact
- Contributions have major impact across HP Regions and BU's, and strong impact on HP's business
- Analyzes and leads the presales direction for the Region and/or major accounts
- Breadth of influence goes across multiple organizations within the Business and is sought, valued and used
Qualifications
Education and Experience Required:
- Technical University degree or Bachelor's degree; Masters degree preferred
- Typically 12+ years experience in technical consultative selling and solution/account management
- Technical and solution experience in IT industry
- Experience in vertical industry preferred
- 5-10 years experience in project/program management
- Appropriate solution or career certifications
Knowledge and Skills Required:
Technical/Solution acumen
- Demonstrates expert knowledge of HP's technology & solutions
- Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value
- Applies deep understanding of technical innovations & trends to solving customer business problems
- Establishes thought leadership in solution or 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/services roadmaps for multiple BU's, and deep knowledge in area of specialization
- Has demonstrated hands-on level skills with some of the technology
Business acumen
- Demonstrates skilled use of financial and capital investment concepts in justifying HP solutions that create business value for the customer
- Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions
- Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
- Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value
Industry acumen
- Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management
Solution selling
- Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives
- Leverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP
No salary provided
Posted April 26, 2014 at 01:05PM from LinkedIn http://ift.tt/1lfs1hQ
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