HP posted a job you might be interested in May 07, 2015 at 07:15AM

HP

HP Software Professional Service Client Principal
Japan, JP - Computer Software

HPソフトウェア事業統括のプロフェッショナルサービス（PS）統括本部は、HPソフトウェアポートフォリオ（IT企画／開発／運用）におけるコンサルティング、SW導入、教育サービスを提供しているグローバル組織であり、50カ国以上に2,000人以上のコンサルタントが在籍しております。ITIL(itSMF)　分野において各国でリーダーシップを発揮し、ITIL v3の執筆に参画したコンサルタントも在籍しております。

今回募集しているCP（Client Principle）はPSの顔として、大型顧客との前面に立ち、顧客のPainに基づいたコンサルタティブなセールス活動を行い、顧客のPower Sponsorに対するTrusted Partnerになり、PSのコンサルティング、SW導入サービス、教育サービスを成約することが主な役割となります。SWライセンス営業やアカウント営業と連携しながら、顧客のPainに対する気づきを与え、ソリューションの特定、設計、契約締結に責任を負います。物売りではなく、HPSWポートフォリオ内のソリューションを活用して、顧客にビジネス上の付加価値を提供することがGoalとなります。対象アカウントはプレミアアカウントに絞り、当該顧客に対して、深く理解して、リレーションシップを構築し、お客様視点でのソリューション立案能力が必要なります。

担当アカウントに対して、多角的な分析を行い、アカウントビジネスプランを作成し、継続的なアクションを実行していくことになります。

以下のような能力が求められます。

• Develops long term sales pipeline to increase HP's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Provide support to the Account managers. Set direction for business development and solution replication.
• Creates and grows reference customers
• Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
• Services specialists may also be responsible for selling small outsourcing deals.
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.
• Establish a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish HP' consultative professionalism and promote its total solution capabilities
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Scope and Impact

• Works on a smaller number of accounts of greater strategic (long term) value to HP.
• Significant percentage of time spent directly with customer interfaces with all levels.
• Minimal direct time with customer's technical buyers.
• Typically assigned higher than average quota.

Qualifications
Education and Experience Required:

• CXOレベルやITマネジメント層との関係構築能力・経験
• ビジネス開発（サービスリードで案件を特定、成約する）能力
• ビジネス管理（社内、外のリソースを駆使しながら、案件を管理する）能力
• 問題解決能力、固定概念にとらわれない柔軟な姿勢
• 強力なコンサルタティブアプローチ実行能力（顧客とベンダーの関係ではなく、パートナーとして長期的な関係を構築する能力）
• 顧客のビジネスを迅速に理解して、PSのソリューションとのマッピングする能力。
• 市場で競争優位性が維持できるよう、基本的なセールス能力（プレゼンテーション、交渉等）
• リーダーシップとグローバルのBest Practiceを取り込む柔軟性

応募資格

• 大卒以上

• University or Bachelor's degree; Advanced University or MBA preferred.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 12+ years of related sales experience.
• Project management skills required.
• 3-5 years' experience in the desired specialty.

Knowledge and Skills Required:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
• Understand and sells high value software solutions.
• Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

No salary provided

Posted May 07, 2015 at 07:15AM from LinkedIn http://ift.tt/1c8G4oS
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