Services and solution consultant - Strategic global accounts

Job Profile

• 00S37J - Info Systems Architect V
  
  

Job Profile

• 00S37J - Info Systems Architect V
  
  

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.

Department: T1 Global Services and Solutions is responsible to drive sustainable growth of end user IT services and Solutions (computing, printing and collaboration) within our largest global customers. The scope of the role is global but with a strong focus on customers with Headquarter primarily in Japan and the aim is to support the entire Global Tier 1 organization.

What An HP Solution Consultant Does

Vision

Develop and execute best in class early engagement

Mission

Develop Services and solutions business with global T1 customers in Japan.

Be responsible for end to pre-sales process for services and solution in collaboration with the Account General Manager Grow qualified funnel by engaging customers strategically and prior to contract expiration or RFP to understand their needs, influence with HP Services & Solutions and Qualify opportunity to maximize HP value and win rate

Objective

• Develop early engagement methodology & framework
• Funnel growth
• Funnel conversion
• Account Status & Planning Workshops
• Customer facing Workshops
  
  

As an HP Solution 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 sales and pursuit team, working in close 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
• 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, Managed Print Service, Collaboration
• 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
• MPS capabilities including Print Infrastructure
• 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
  
  

Location

・Japan or Singapore or Australia or Malaysia