About this role
Role Overview
- Opportunity analysis. Gathers and assesses customer needs, both business and technical. Identifies related needs (lead generation, opportunity expansion).
- Identifies site-specific parameters and constraints that impact the solution.
- Identifies required project steps.
- Identifies likely problem areas that require attention.
- Identifies probable competition and product roll-out data/training needs.
- Architects an appropriate technical solution to meet the customer's requirements.
- Investigates and optimizes a solution's fit to the requirements of an opportunity.
- Adapts solution design to new requirements.
- Establishes the validity of a solution and its components.
- Generates an implementation plan with timelines for the solution.
- Creates the appropriate test plan as required.
- Anticipates some of the potential challenges for the proposed project plan.
- Assesses likely competitive threats.
- Maintains excellent communications with customer management.
- Represents HP as technical expert with customers; shares knowledge in area of expertise.
- Advances opportunities through the use of effective consultative selling techniques.
- Builds customer loyalty through being a trusted advisor.
- Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
- Transfers knowledge to Presales peers via contributing participation in education programs. Identifies overlooked opportunities within the account.
Requirements
- Technical University or Bachelor's degree preferred.
- Typically 5-8 years experience in technical selling and/or consultative selling.
- Experience in industry desired.
- Technical and/or solution experience in vertical industry preferred.
- Demonstrates a solid knowledge of HP's breadth of solutions.
- Demonstrates deep technical capabilities in assigned area of specialization.
- Awareness in competitive solutions knowledge.
- Demonstrates 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.
- Has demonstrated hands-on level skills with some of the technology.
- Understands and applies basic financial and accounting concepts as well as capital investment concepts.
Benefits
- 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