Services Presale Consultant - Strategic Accounts en HP Inc.

About Us:

Today HP is a $50+ billion fortune 50 company with just under 50,000 employees worldwide across 190 countries. HP is about innovation, it’s who we are and what we have been doing since 1939, we keep reinventing ourselves. Together we challenge convention, pushing each other to surprise the world.

What an HP Services Presale Consultant Does:

As an HP Services Presale consultant, you engage directly with the senior IT Leadership and technology-decision makers from the customer to understand their business requirements and needs. You lead workshops with customers, help customers define their future strategy and roadmap, provide technical presentations, build and maintain a relationship with customers and act as a trusted advisor. You partner with the sales team to develop new service opportunities, shape HP’s services value proposition to influence upcoming RFPs and create unsolicited services opportunities. You will be a key member of the global strategic accounts sales and pursuit team, working in collaboration with sales, technical consultants and portfolio teams, and with support from the HP Global management and World-Wide executives.

Responsibilities:

Customer Relationship:
  • Build strong professional relationships with key IT and business executives and managers
  • Apply strong consultative selling techniques
  • Be perceived as a trusted technical advisor by the customer
  • Gather and assess customer needs, both business and technical
  • Identify competition strengths and weaknesses
  • Support on technical content for customer events
  • Drive industry thought leadership – ability to showcase expertise via certification credentials, whitepapers, presentations

Opportunity Analysis and Solution Design:
  • Identify services opportunities for HP in customer's IT and business processes
  • Proactively work with Sales to qualify service opportunities for HP
  • Work with customers to shape, interpret and help define their IT requirements to ensure they address business needs
  • Lead technical and discovery workshops with customer and HP teams
  • Work with customers on Services Business Cases and Total Cost of Ownership models
  • Develop technical solution strategies
  • Conduct and prepare POCs for upsell/cross-sell solutions
  • Investigate technology partnership opportunities with service providers and software companies
  • Actively support the account and sales teams with solution advice, proposals, presentations, and other customer communications
  • Identify overlooked opportunities within the accounts

Education and Experience Required:

  • University bachelor’s degree
  • 8+ years of experience in solution or services selling, or professional consulting in Cybersecurity, IT Infrastructure Management, or End User Computing
  • Technical, delivery and solution experience in one of the vertical industries preferred

Knowledge and Skills:

Technical/Solution acumen:
  • Unique mastery and recognized authority on workplace technologies, IT infrastructure, security, service management processes and techniques
  • Understand how IT is used to address business needs
  • Design highly innovative solutions
  • Demonstrate a current understanding of technical innovations & trends and their impact on solving customer business problems
  • Demonstrated ability to work as the lead for components of large complex projects
  • Minimum Technical Knowledge
    • Windows Client Architecture & Design
    • Cloud Security and Windows Client Security
    • Cybersecurity concepts – Confidentiality, integrity and availability
    • Cybersecurity technologies – Firewalls, WAF, SIEM etc.
    • One or More Operating System Deployment (OSD) or Unified Endpoint Management (UEM) tools & techniques e.g. MS Intune, VMWare Workspace One, MS ConfigMgr, MS MDT, Ivanti, MS AutoPilot, Azure Active Directory
    • Imaging tools and Techniques
  • Below technical knowledge as a plus:
    • Application Packaging and Distribution, Application Virtualization
    • Networking, Virtual Desktop Infrastructure – VDI
    • Microsoft 365, MS Azure
    • iOS, Android, macOS, Chrome
    • Security Concepts & Solutions
    • End point protection tools
    • Microsoft Azure Security Center
    • End-User Computing Insights and Analytics
  • Certifications as a plus:
    • ITIL
    • TOGAF
    • Microsoft
    • CISSP
    • CISM
    • CEH
    • Microsoft Azure Security (AZ-500)
    • VMware
    • Citrix

Business acumen:
  • Understand and apply basic financial and accounting concepts as well as capital investment concepts and apply them appropriately in positioning proposed solutions
  • Apply understanding of the customer’s value chain and business requirements when designing and proposing solutions
  • Prepare business cases on the value of the solution in terms of financial return and impact on customer business goals Industry acumen
  • Solid level of industry acumen; keep current with trends and able to converse with the client on issues and challenges

Solution selling:
  • Demonstrate solid questioning techniques and related communications skills with IT decision makers
  • Demonstrate effective presentation skills
  • Demonstrate Consultative Selling Techniques
  • Demonstrate an understanding of the competition as well as offer positioning & strategy

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