HP posted a job you might be interested in November 19, 2014 at 04:00AM

HP



Engagement Consultant

Singapore, SG - Information Technology and Services

HP is one of the world’s largest & most successful IT companies. We know that our people and values are the most important elements in this success. We invest in your personal growth and development in an environment that will both challenge and reward you.

HP Enterprise Group offers a diverse portfolio of products ranging from Servers, Networking, Storage, to Technology Services, Consulting and Outsourcing. We provide consulting and support to more than 1,000 corporations and government clients in 90 countries, achieving maximum productivity and efficiency for our customers.

The Engagement Consultant role is a key position in the Enterprise Group (EG) Technology Services Support (TSS) Sales and Pursuit team responsible to represent HP EG TSS business to global and regional customers in large and complex. And develop substantiating winning value proposition that meets customer needs.

Responsibilities:

• Lead deal teams and represents HP to the customer for global/regional large and complex deals up to $50m Total Contract Value (TCV).

• Responsible for assembling all required resources/skills to develop proposal, pursue and win global/regional large and complex deals.

• Coordinates all deal team efforts with sponsorship of Regional Engagement & Pursuit leader.

• 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 property delivered.

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

• Lead 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 national deals and assists with large complex global deals.

• Proactively manages all resource requirements throughout deal pursuit.

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

• Assign to close one or more projects with approximate annual revenue $50M or less and frequently participates in representing the organization to other businesses within the company and to external customers/clients.

• Act as an expert providing direction and guidance to process improvements and establishing policies.

• Frequently contributes to the development of new ideas and methods.

Qualifications

Requirements:

• Bachelor Degree in Computer Science/Engineering or equivalent.

• Minimum 7 years of APJ region deal pursuit experience and experience in handling large complex deals with deal size of US$ 3 Million and above.

• Excellent in Project management skills.

• Experience in preparing and participating in RFP, RFQ and RFI.

• Experience in engaging with customers at CXO level with strong communications and presentation skills.

• Consider an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.

• Understand the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.

• Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.

• Understand the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities

• Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.

• Cultivate & maintain positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs

• Establish a professional working relationship, up to the executive level, with the client.

• Demonstrate high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.

• Understand how to leverage HP's portfolio and change the playing field on our competitors.

• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.

• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

• Willing to travel 20 to 25% across APJ.

No salary provided



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