Solution Architect, North America Pursuit COE

Description -

Job scope/summary:

In an increasingly digital, automated, AI, and software-focused world, HP is investing in focused pursuit centers of excellence - our Pursuit Centers - driving automation, best practices, and operational rigor in everything we do and everyone who does it.  As our portfolio evolves to be configured quickly the value pursuit centers bring to Managed Services is centered on becoming a “factory” for competitive, compelling, and customer-focused proposals for our managed services business.

Part of Global Services and Solutions organization, the Pursuit Center of Excellence is chartered with supporting the contractual business from a presales perspective. Solution Architects lead those opportunities and support large and complex print services opportunities with cross market or worldwide scope. Critical responsibilities such as the assembly of the deal team resources and utilization, interface between Sales/Pursuit/Delivery/Functions, support of critical bid execution phases, and monitoring of the bid process execution and compliance are some of the central responsibilities.

Job specifics/responsibilities:

• Create awareness of Managed Services offerings.
• Assess customer’s business and technical needs/challenges related to their fleet environment.
• Articulate value proposition and identify additional growth areas (upsell, opportunity expansion).
• Develop Services & Solutions scope and design using HPI portfolio components, third party components, delivery requirements validation and offer negotiation.
• Architect appropriate end-to-end solutions to meet customer's business and technical requirements while remaining price competitive.  Adapt solution design to evolving requirements until closing phase.
• Document deal assumptions, cost, pricing, risk plan, proposal, customer presentation and contractual documents.
• Coordinate cross-HP functions to ensure execution of Solutions initiatives within targeted accounts.
• Manage execution to meet Sales team’s turnaround time requirements and win rates to secure Engagement’s success.
• Advance opportunities using effective consultative selling techniques, becoming a “trusted advisor” to build customer loyalty.
• Maintain excellent communications with customer’s executive management and actively drive deal closing.

Key deliverables/accountabilities:

• Delivery of projects and commitments on time, on budget, while meeting specific project objectives and deliverables.
• Achieving team quotas for total contract value (TCV), margin targets, and turnaround time (TAT).
• Attaining customer satisfaction.
• Realizing annual personal and project goals as part of the FPR process.
• Documenting the work according to the compliant organizational standards.

Education (degree) and professional experience required:

• Four-year or Graduate Degree.
• Typically has 1-3 years of job-related experience in technical sales and/or consultative selling.
• Industry experience is desired.
• Experience in virtual team environments.

Other requirements:

• English language fluency, other languages- an asset

Personal skills and qualities:

• Strong communication skills, positive attitude, and a customer-centered approach
• Out of the box thinking – able to find solutions to solve customer needs
• Outcome-based selling approach, influencing skills, excellent teamwork
• Ability to utilize tools and technology to produce results
• Understanding of global business processes, identifying impact of change
• Strong attention to detail

Technical skills (procedures and documents the employee must be acquainted with):

• Proficiency in MS Office
• Reporting tools/data management
• Deal management skills/capabilities

Disclaimer

• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Mexico)

Travel -

No

Relocation -

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"