Psls EDS Cons V
HP - Canada, KY

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Demand Gen Ops Mgr

This position drives operations for the AMS Sales revenue channel. This channel supports demand generation and demand fulfillment operations for the deals < $25M TCV which account for nearly 85% of our yearly FFYR/revenue sales which typically have greater than 35% total engagement margin. The role is critical to provide revenue team has the insight on business performance and area requiring attention and to driving key activities and programs across the team. Without this role, the revenue channel team would spend more time on reporting and analytics and program management rather than actions focused on demand generation and revenue pipeline conversion improvement.



Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs

Identifies business value creation implications

Identifies customer-wide IT and business parameters and constraints that impact the solution

Identifies probable competition and evaluates relative HP strengths

Solution Planning and Design

Architects an appropriate technical solution to meet the customer's requirements

Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy

Adapts solution design to new requirements

Establishes the validity of a solution and its components with both short and long term implications

Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning

Optimizes a solution to maximize HP competitive advantages

Client/customer relationship

Builds strong professional relationship with key IT and LOB executives globally

Communicates the value of HP technology in business terms

Understands and addresses CxO issues in relevant business terms

Applies strong consultative selling techniques to advance opportunities

Is perceived as a trusted technical advisor by the customer

Manages problem resolution and customer satisfaction issues through strong partnering capabilities

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

Account team collaboration

Actively participates with the account team in account and opportunity planning on a global basis

Provides solution advice, drives proposals, presentations, and other customer communications during pursuit

Transfers knowledge to account team

Understands the roles and effectively directs other teams and resources within HP and partners

Applies technical skills to identifying overlooked opportunities within the account

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

Scope and Impact

Contributions have major impact across HP Regions and BU's, and strong impact on HP's business

Analyzes and leads the presales direction for the Region and/or major accounts

Breadth of influence goes across multiple organizations within the Business and is sought, valued and used


Education and Experience Required:
Technical University degree or Bachelor's degree; Masters degree preferred

Typically 12+ years experience in technical consultative selling and solution/account management

Technical and solution experience in IT industry

Experience in vertical industry preferred

5-10 years experience in project/program management

Appropriate solution or career certifications

Knowledge and Skills Required:
Technical/Solution acumen

Demonstrates expert knowledge of HP's technology & solutions

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

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

Establishes thought leadership in solution or technical specialty area with customers

Demonstrated ability to work as the lead for large complex projects

Has a high level understanding of the HP product/services roadmaps for multiple BU's, and deep knowledge in area of specialization

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

Business acumen

Demonstrates skilled use of financial and capital investment concepts in justifying HP solutions that create business value for the customer

Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions

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

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

Industry acumen

Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management

Solution selling

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

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




Primary Location


United States

Other Locations






Job Type





Day Job




Job Posting


Nov 4, 2013

About this company
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Hewlett-Packard Company, or HP, is a multinational information technology corporation headquartered in Palo Alto, California, USA. HP got...