Presales Bus Cons V, HP SW
HP - Colorado

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1097234

Description

  • 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
  • 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
  • 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
  • Advances opportunities through the use of effective consultative selling techniques
  • Is perceived as a trusted technical advisor by the customer
  • Manages problem resolution and customer satisfaction issues through strong partnering capabilities
  • Articulates the details of the team's component roles in a proposed customer solution
  • Actively participates with the account team in account and opportunity planning on a global basis
  • Provides solution advice, proposals, presentations, and other customer communications
  • Analyzes and provides support to deals in the pipeline as appropriate
  • Transfers knowledge to account team
  • Understands the roles and effectively directs other teams and resources within HP and partners
  • Identifies overlooked opportunities suggested by technical expertise
  • Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
  • 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
Qualifications

Education and Experience Required:
  • Technical University degree or Bachelor's degree; Masters degree preferred
  • Typically 12+ years experience in technical consultative selling and account management
  • Technical and solution experience in IT industry
  • Experience in vertical industry preferred
  • 5-10 years experience in project/program management
Knowledge and Skills Required:
  • 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 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 roadmaps for multiple BU's, and deep knowledge in area of specialization
  • Has demonstrated hands-on level skills with some of the technology
  • 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
  • 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
  • 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
Job

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Sales

Primary Location

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United States-Colorado-All

Other Locations

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United States

Schedule

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Full-time

Job Type

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Experienced

Shift

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Day Job

Travel

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Yes, 50 % of the Time

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...