HP posted a job you might be interested in October 06, 2014 at 02:20PM

HP



Managed Print Services Technical Specialist

Johannesburg Area, South Africa, ZA - Information Technology and Services

Unique mastery and recognized authority on relevant subject matter (Managed Print Services Technical Specialist), knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovated solutions. Leads large, cross-division functional teams or projects that affect the organization’s long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower technical level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives.



Opportunity analysis.

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

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

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

1. Identifies required project steps.

1. Identifies likely problem areas that require attention.

1. Identifies information on competitors and product roll- out data/training needs and proactively positions HP strengths as a relative value position in the account.

Solution Planning and Design.

1. Shapes, interprets and helps define client requirements to ensure they address business goals.

1. Redefines services, service level agreement and other requirements based on client objectives.

1. Integrates additional services, approaches that add value, improving Total Cost of Ownership and/or business case.

1. Architects an appropriate technical solution to meet the customer’s business requirements and account team strategy.

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

1. Adapts solution design to new requirements.

1. Establishes the validity of a solution and its components; creates proof of concept where required.

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

1. Generates an implementation plan with timelines for the solution.

1. Create appropriate test plan as required.

1. Identifies potential challenges and highlights risks and any associated costs for the proposed project plan.

1. Optimizes a solution to maximize HP competitive advantages.

1. Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers, recommendations, technical arguments or proof of concept summaries).

1. Optimizes overall client Total Cost of Ownership impact of solution.

Client/customer relationship.

1. Maintains excellent communications with customer executive management and business executives.

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

1. Delivers customer workshops as appropriate for further understanding of issues and buy-in to HP’s proposal.

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

1. Builds customer loyalty through continuous innovation, becoming a trusted advisor.

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

1. Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Account Team collaboration

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

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

1. Transfers knowledge to Presales peers via mentoring and playing leadership roles in peer education programs.

1. Understands the roles and affectively directs other teams and resources within HP and partners globally.

1. Identifies overlooked opportunities suggested by technical expertise.

1. Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

1. Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions

• • A cross functional worker with ability to work with different teams in a collaborative business environment for delivering results.

• • Knowledgeable about HP’s printing & services businesses, channel models, market trends, and HP relevant resources & connections is an added advantage.

1. Demonstrates strong presentation and communication skills at the executive level.

1. Manages end-to-end sales processes in large deals

1. Adheres to SBC and HP's code of ethics

• • Contribute to Proposals/Statements of Work , pricing

Qualifications
Education and Experience Required

1. Technical University or Bachelor’s degree; advanced degree preferred.

1. Typically 12+ years’ experience in technical, and/or consultative selling.

1. Technical and solutions experience in appropriate industry.

1. Experience in vertical industry preferred.

Knowledge and Skills

Technical/Solution acumen.

1. Demonstrates expert knowledge of HP’s latest technology & solutions.

1. Expert in competitive solutions knowledge.

1. Demonstrates expert knowledge of print services and solutions.

1. Keeps informed about industry platforms and surveys, news, leaders.

1. Applies deep understanding of technical innovations and trends to solving customer business problems.

1. Has in-depth understanding of the product and services portfolio roadmaps of multiple business units, deep knowledge in area of specialization.

1. Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value.

1. Applies deep understanding of technical innovations & trends to solving customer business problems.

1. Strong credibility with HP’s business units and account teams based on history of solid results and contributions.

1. Applies productivity- enhancing tools and processes Off-shoring, Resource Management.

1. Establishes thought leadership in technical specialty area with customers.

1. Demonstrated ability to work as the lead for large complex projects at a Regional or global level.

1. Has a deep understanding of HP’s product & service capability for multiple BU’s.

1. Has demonstrated extensive hands-on level skills with a broad range of the technology.

Business acumen.

1. Understands and applies best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions.

1. Expertly leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.

1. In-depth knowledge of customer value chain used to create and propose new solutions.

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

1. Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value.

Industry

1. Extensive level of industry acumen; keeps current with trends and able to converse on multiple client levels about requirements, solution, issues and challenges.

Solution selling.

1. Demonstrates strong communications skills with customer management, as well as C-level executives.

1. Leverages deep understanding of the competition – both positioning strategy and technology – to create competitive advantage for HP.

Impact/Scope

1. Contributions have a major impact on regions and business units, and a strong impact on HP.

1. Within large projects, owns critical components or owns the entire solution of a visible or critical project.

1. Regularly contributes to deals with high Transition and Transformation (T&T) complexity.

1. Identifies details and communicates market, client pricing or function, delivery needs and trends.

1. Works with Portfolio to adapt offering for better market alignment.

1. Contributes to tools, programs, process and knowledge that result in a continuously evolving and improving solution practice.

Complexity

1. Successfully operates in many complex technical disciplines and areas across the HP portfolio.

1. Proposes and/or delivers Presales consulting work affecting multiple Regions or BU's.

1. Demonstrated skills to manage a portfolio of projects or a program and to supervise other presales consultants on large multi- function, multi-vendor projects.

1. Leads large, cross-Region presales projects that affect HP’s long-term goals and objectives.

1. Regularly engages in projects with high risk.

1. Competent to support a customer’s global program including the cultural variations experienced across diverse organizations as needed consultants on large multi- function, multi-vendor projects.

Ongoing Development

1. Participates in company-sponsored programs and initiatives.

1. Provides expert input to account and delivery activities.

1. Self-assesses areas for additional development and initiates action.

1. Formal and informal technology training.

1. Maintains industry certifications.

1. Mentors lower tiers.

No salary provided



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