Managed Collaboration Services Business Support Lead

Description -

HP is a $50bn fortune 50 company with ~50,000 employees worldwide across 190 countries. We are about innovation and is the leading technology solutions provider to consumers, businesses, and institutions globally. For more than 80 years HP has combined its ingenuity, engineering power and customer focus to help people around the world apply technology in meaningful ways to their businesses, personal lives, and communities.

Global Services and Solutions is the driving force behind our services business and, with unique capabilities across Personal Systems/Print/MCS we have perennially achieved double digit growth in a highly competitive environment and are a strategic growth area HP and we, as a team have very ambitious growth objectives.

The pursuit excellence is an organisation that Practices – not just Preaches. Our role is to farm & drive proven value add pursuit best practices into our services business globally. As Individuals, as a Team and as an Organisation, we shape, qualify, support and close Services Opportunities.

Description -

A key role in the pursuit practice who will drive and innovate best practices for our MCS practice and Community across all markets.

•  Community & SME– Work with the EL practice lead to Establish effective, engaged and contributing community.

  • Animate the MCS practice communities across all Markets+T1.

  • Create collaborative MCS Practice with Market SMEs: Document and drive communities, ensure all Master Roles contribute (and are measured to contribute) in their SME area.

  • Foster a sense of community, encouraging support, exchange, and cross-fertilization.

  • engage with existing Community Forums PS SA community call and MPS SA affinity forum community calls.

  • Strategic Initiatives:  Support and drive support in SA/EL communities on strategic initiatives.

• A Practice That Practices:

  • Practice (Not preach): Work closely with Pursuit Incubation teams to apply MCS practice support real deal strategy and planning (Incl. VAS)

• Services Integration Roadmap:

  • Balance and ensure agile Roadmap for MCS (where possible integration of capabilities x-services)

• Talent & Training, working closely with the EL Practice Lead:

  • Skills assessment & Job description/s (CMO/FMO) in partnership with Markets

  • Training: Establish, enhance, and curate role-based curriculum and induction plans

  • Immediate plan (with Markets/ Community) for x-training of MCS to PS/MPS communities

• Advocate:

  • Represent the community to the management, providing feedback on process efficiency, competitive landscape, perceived trends, change management, etc.

  • Represent the community to other practice leaders.

• Knowledge Management: 

  • Work with KM practice to ensure all material needed for MCS practice communities are easily to hand.

  • Support process and sme community for curation and contribution to KM

  • Insist on results/ tools and processes that enhance Market Pursuit and Sales ability to do the job!

• Process and Best Practices: Develop best practices for the role (identify, validate, communicate & maintain including):

• Contribute to Playbook & process ownership for MCS: Foster alignment of all Markets+T1 on processes, best practices, reporting. 

• Tools: Become a master of CMO and FMO (need) tools landscape – shape the need with Enablement practice. 

• Supporting Differentiated Competitive Sales Plan: Support VAS workshops with SME community and Support initiatives to improve Value selling. 

• Qualification:  Support the EL/SA in pursuits to Define and Implement Great Qualification approach that adds value to Services Selling – Integrated, Intuitive, easy, clear. 

• Customer Facing Excellence: Quality Orals, Quality written Output (working with BM and C3 Practices) 

• Contribute to Business Case and P2W Practice improvements: Support the practice. 

• Risk Management: Risks as a Competitive advantage. 

• Negotiation skills: Work with sales to own negotiation and apply best practices in negotiation (Possible sub-community with legal), seek management support early. 

• RACI alignment across markets – Document and Agree for the MCS Practice

• Comms: Understand and ensure all groups that impact EL/ SA route comms and ensure x-practice alignment and x-functional alignment and simple comms approach. 

Knowledge and Skills:

• Knowledge of full MS portfolio with Mastery in Collaboration solutions (hardware, services, software solutions including security and cloud offerings)

• Typically, 5+ years in Service business environment

• Experience in the MCS practice area including supporting IT services Pursuits, team leadership and consultative, collaborative problem-solving.

• Strong project management skills 

• Strong services sales skills with successful track record 

• Understanding of competitive MS offerings; capability to present MCS value proposition impactfully to internal and external teams.

• Mastery of HP internal pursuit processes

• Understanding of MS sales and delivery processes

• Knowledge of MS contracts and approval of exception items

• Experience of working with multi-national or Global Accounts 

• Demonstrable Financial Acumen: Including P&L, TCO and cost scrubbing knowledge. 

• Fluent communication in English (spoken and written) and, ideally one other European language.

• Excellent communicator with the ability to communicate effectively with management, customers, and peers.

Complexity:

• High

The on-target earnings (OTE) range for this role is $120,850 to $186,100 annually, with a 80/20 (salary/incentive) mix. There may be additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only).  Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 
  • 4-12 weeks fully paid parental leave based on tenure
  • 13 paid holidays
  • Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United States of America)

Travel -

25%

Relocation -

Not Specified

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.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement