BPO sales executive with a proven track record of selling and closing BPO services in North America.
BPO services encompass: Finance & Accounting, HR & Payroll, BPO CRM, Document Processing Services, and Cards & Payments Services
Works closely with the pursuit team and account team to understand the scope of the global engagement and contract in order to provide requisite analysis/information and recommendations to the pursuit and account teams.
Has full ownership of identifying, shaping, and closing the BPO opportunity
Lead the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
Lead deal teams and represents HP to the customer for BPO Outsourcing deals up to $500m TCV.
Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).
Coordinates all deal team efforts with sponsorship of OS Engagement Director.
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 properly delivered.
Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
Once the deal is signed, works closely with the transition manager to ensure the metrics are right; financial metrics, tax and accounting processes are developed and implemented globally.
Sales territory is the Americas (North America)
Required to maintain a BPO rolling pipeline that is greater than $90M total contract value
Experience working within a large and highly matrixed and virtual organizational environment
Targets are large to mid-market regional or global companies headquartered in the regions listed above
Assess and quantify risk for major, high-stakes projects and programs.
Make decisions on program staffing resource planning.
Expectation is to close two or more opportunities which could range from $50M TCV which would result in achieving or exceeding the BPO quota assignments
Frequently represents the organization to other businesses within the company and to external customers/clients.
Acts as subject matter expert providing direction and guidance to process improvements and establishing policies.
Frequently contributes to the development of new ideas and methods.
Education and Experience Required:
Proven track record of penetrating new and emerging BPO markets through increased sales and market share
Proven track record of successfully closing deals and growing business on existing or new logo accounts
Typically 9+ years directly related experience in BPO Outsourcing (Sales)
Demonstrable examples of shaping and crafting BPO solutions based on client requirements ranging from simple (well defined solutions) to complex (BPO multi-tower) opportunities
University or Bachelor's degree; advanced University degree preferable.
Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.
Demonstrate knowledge of at least one solution type (Finance and Accounting, CRM, Industry BPO Solutions)
Strong understanding of global Finance or HR negotiation and contracting issues and regulations
Yes, 50 % of the Time
Jul 11, 2013
HP - 14 months ago
Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...