Solution Architect - Tlaquepaque, México - Hewlett Packard

Hewlett Packard

Empresa verificada

Tlaquepaque, México

hace 3 semanas

Publicado por:

Rodrigo Fernández

Reclutador de talento para beBee

Descripción

_ Responsibilities:
_

_Opportunity Analysis & Solution Design_

Solution scope and design including the devices and services to meet the customer's need and hit the win themes & win price for the deal.
Understand and solution delivery requirements, third party solutions and ensure the Statement of Work (SOW) on won deals is complete and deliverable.
Optimize and ensure the lowest compliant response to every bid with clearly identified risks and upside plans. Avoid overengineering but ensure compliance.
Highlight and seek to improve process or product gaps or issues.
Deliver solution design documentation, SOW language, pricing, risk plan, proposal and presentation content and customer presentations.
Definition of a compelling and competitive business case for the customer: Support the qualification and business case development of early stage prospects working collaboratively with the finance and Engagement leads.

_ Solution Approach_

Consultative Engagement Related to:

Business development, pricing strategy, business case, value proposition, negotiations.

- communication to internal executives and teams, including review processes.

Identification phase via Account Business Planning activities.

Focus Result Areas:

Winning major Enterprise Account Opportunities profitably.
Work with procurement leads and up to CIO and/or Head of Business Unit level.
Thought leader within DaaS to help drive increased competitiveness and share learning from experience.

Metrics:
win rate, TCV (Total Contract Value), margin

_ Solution Leadership_

Contributes to solution methodology (repeatability, innovation, speed).
Delivers concrete, sustainable improvements to the team and broader solutioning community.
Shares and advocates best practice.
Influences internal leads, pursuit team leaders, offering management, Delivery at first or second line leader level.
Drives solution and/or pursuit realignment to support higher business value, supports pursuit win themes and value propositions, generates Total Cost of Ownership impact, engages and leads vendors and partners to create solutions.
Articulates client business value previously not discovered or identified, integrates into company's story and solution.

**_
Solution-Pursuit Integration_**- Coordinates inter-tower solution linkage and optimization.

Guides integration in solutioning and client value communication.
Review and provide input to financial assumptions, commercial T&Cs and contract definitions.
Highlights terms and conditions impact of crosstower solution provisions.
Identifies and mitigates business risk.
Analyzes solution, delivery and client requirements to identify transition issues, asset or employee transfer needs.
Defines new approaches for transition, enhancing speed, efficiency, accuracy and client satisfaction.
Includes integration with client processes and policies, delivery tools deployment, staffing and process startup.
Drives and leads reviews, including higherlevel delivery review, commercial and executive governance reviews.

**_
Client/Customer Relationship_**- Builds strong professional relationships with key IT and business executives globally.

Communicates the value of 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.
Participates in client negotiations, influences strategies and leads technical contract elements.

**_
Account Team Collaboration_**- Actively participates with the account team in account and opportunity planning on a global basis.

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

_ Education and Experience Required:
_

Technical university or Bachelor preferred; Masters degree preferred or equivalent experience.
5+ years experience in solution selling and/or consultative selling and delivery or account management.
510 years experience in solution design.

_ Knowledge and Skills:
_

_Technical/Solution_

Demonstrates expert knowledge of outsourcing services and solutions.
Keeps informed about industry platforms and surveys, news, leaders.
Applies deep understanding of technical innovations and trends to solving customer business problems.
Has indepth understanding of the product and services portfolio roadmaps of multiple business units, deep knowledge in area of specialization.

**_

Business_**- Understands and applies best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions.

Expertly leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.
Indepth knowledge of customer value chain used to create and propose new solutions.

_ Industry_