Company:
HP - Hewlett-Packard

Pre-sales Consultant

Job ID: 482383
Travel: Yes, 25% of the time
Job Type: Experienced
Shift: Day Job


Description:

Opportunity analysis:

• 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.


Bid Manager Sr.:

• Under broad direction, responsible for serving as the point of accountability for providing end-to-end project management for multiple deals of medium-to-large size and complexity - involving multiple service lines/offerings, technologies, and/or geographies.
• Engages pursuit team members, including technical solutioning and content development resources, internal business partners, and external alliances/partners as needed to align with client business needs.
• Manages and ensures compliance with Global Sales Support (GSS) processes, pursuit-specific collaboration tools, project plans, calendars, pursuit issues and risks, planning and review meetings. Communicates with the entire pursuit team to build and maintain a shared understanding of pursuit plans, status, priorities, and next steps.
• Identifies and resolves pursuit issues by escalating them or engaging key stakeholders and/or senior leadership when appropriate to resolve barriers to success.
• Utilizes personal and professional network in collaborating across EDS to fully leverage EDS' organizational capability and intellectual capital.
• Provides input to sales, solution, and financial strategies; serves as liaison to support team members to translate pursuit strategies into action items, project plans, and client deliverables that align with win themes and value propositions.
• Represents the current state of the deal and makes recommendations for next steps to industry and sales leadership.
• May interface with third party intermediaries and/or client personnel as necessary to understand requirements and manage pursuit plans and activities.
• Mentors others on the application of EDS sales support processes, pursuit team roles and responsibilities, and bid/project management practices.
• Responsible as single point project manager for all aspects of DSC pursuit support.
• Develops and manages comprehensive pursuit support plans and ensures the support team is staffed, engaged and equipped to fulLfil its respective tasks.
• Single point of contact for Field BD or other client-facing resources into the DSC.
• Coordinates support resources, including engagement of solution team, content development team, and business partners as required.
• Manages the support schedule from initiation through the production of all phase deliverables.
• Supports the Field BD in the preparation of materials for business governance checkpoints as required.
• Engages EDS business partners as needed.
• Initiates and manages the pursuit-specific collaboration tool, project plans, calendars, pursuit issues and risks, meetings and reviews.
• Escalates issues, risks and conflicts that need to be mitigated.
• Manages bid budget, excluding travel-related items in pre-deal phase
• Executes the close down process (post pursuit).


Assumptions Include:

• Manages multiple bids (number will depend on complexity and timing).
• Skilled in project and bid management/ coordination.
• High level understanding of all portfolio elements.
• Utilizes DSC standard bid management tools.
• Aligned in relation to Field BD role to allow for consistent relationship.
• Assigned to a deal through its life cycle.


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:

• Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.
• Transfers knowledge to account team as appropriate.
• Understands the roles and effectively directs other teams and resources within HP and partners.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.


Qualifications:

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 road maps 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.