HP posted a job you might be interested in November 13, 2014 at 04:05PM

HP



Presales Server Solution Architect

Greater New York City Area, US - Computer Hardware

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HP, we know that our people and values are the most important elements in this success.



HP Enterprise Group sells a converged infrastructure portfolio of standards-based, integrated products & services developed specifically to solve the complexities of the extended enterprise and deliver advanced solutions and services for traditional “brick and mortar” data centers, as well as for customers looking to the “cloud” to manage their IT environment. The Enterprise Group Sales organization is comprised of over 11,000 professionals in sales, solution architecture, and service and support functions. Together with our partners, we deliver HP’s Converged Infrastructure to our Global, Commercial and Public Sector and SMB customers throughout the regions.



HP EG Sales is seeking a highly motivated Solution Architect to drive all revenue generation and customer management into an assigned portfolio of named Enterprise and Strategic accounts

Responsible for selling specific products and solutions to end-user accounts in assigned territory, industry, or accounts. Uses specialized knowledge to prospect, qualify, negotiate, and close opportunities. Collaborates with account managers to actively prospect within enterprise and corporate accounts and to participate in pursuit activities. Develops pursuit plans and manages the pipeline to ensure alignment with account managers. Maintains knowledge of industry trends, associated solutions, and key partner solutions. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others. Formulates and expands solutions to generate additional product or service attached up-sell revenue. Builds sales readiness and reduces client learning curve through effective knowledge transfer in area of specialization.



KEY RESPONSIBILITIES:



Actively prospects within area of specialization in pursuit of new sales opportunities

Assesses solution feasibility from a technical and business perspective and manages opportunity from proposal to closure

Participates in BU-oriented sales planning and pipeline management in pursuit of assigned quota

Effectively aligns specialized product/solution knowledge to key account or industry-vertical opportunities to address business needs and opportunities

Ensures solution-oriented knowledge transfer to account teams and client



Qualifications
Education and Experience Required:



•Technical University degree or Bachelor's degree preferred

•Typically 8-12 years experience in technical consultative selling and account management

•Technical and solution experience in IT industry

•Experience in vertical industry preferred

•5-7 years experience in project/program management



Knowledge and Skills Required:



•Demonstrates a broad knowledge of HP's technology & solutions, with deep expertise in area of specialization

•Links HP solutions with data business center needs to create customer business value

•Applies broad understanding of technical innovations & trends to solving customer business problems

•Establishes thought leadership in technical specialty area with customers

•Demonstrated ability to work as the lead for components of large complex projects

•Has a high level understanding of the HP product roadmaps for multiple BU's

•Has demonstrated hands-on level skills with some of the technology

•Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers

•Creates solutions that creatively address customer value chain and business requirements

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

•Appropriately tailors communications to varying levels of customer management

•Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges

•Demonstrates strong communications skills with IT and LOB managers, as well as some C-level executives

•Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP



No salary provided



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