October 16, 2024

Hewlett Packard

Solution Architect

Job scope/summary:
Part of Global Services and Solutions organization, the EMEA Services Pursuit Center has the charter to support Contractual Business from a presales perspective. Services Architects are on the lead of those opportunities.
A Services Architect is supporting large and complex print services opportunities with cross market and worldwide scope. This involves critical responsibilities like assembly of the deal team resources and utilization, interface between Sales/Pursuit/Delivery/Functions, support of critical bid execution phases, monitoring of the bid process execution and compliance.
Job specifics/responsibilities:

Create awareness of Managed Services offerings
Assess customer’s business and technical needs and challenges related to their printing environment. Articulate Value proposition and identify additional grow area (upsell, opportunity expansion)
Develop Services & Solutions scope and design using HPI portfolio components, third party components, delivery requirements validation and offer negotiation.
Architects an appropriate end-to-end solution to meet the customer's business and technical requirements while remaining price competitive. Adapts solution design to evolving requirements until closing phase.
Document deal assumptions, costing, pricing, risk plan, proposal, customer presentation and contractual documents.
Coordinate cross-HP functions to ensure execution of Solutions initiatives within targeted accounts.
Coordinate execution to meet Sales team Turn-around-Time and win rate to secure Engagement’s success.
Advances opportunities using effective consultative selling techniques and builds customer loyalty acting as a trusted advisor
Maintains excellent communications with customer’s executive management and actively drives deal closing.

Key deliverables/accountabilities:

Achieving the team’s Total Contract Value and Margin Targets
Customer satisfaction
Achieving yearly personal goals and personal project goals as part of the FPR process
Delivering the job/assignment that is assigned to him/her from the hiring manager and the identified team leader.
Work and document the work according to the compliant organizational standards.

Working relationships:
Internal

Cross-functional on all levels

External

Cross-functional on all levels

Education (degree) and professional experience required:

Bachelor/Master
Typically 1-3 years experience in technical selling and/or consultative selling.
Experience in industry desired.
Experience in virtual team environment

Other requirements:

Fluent English
Other European language will be an asset

Personal skills and qualities:

Strong communication skills; Positive can-do attitude; Customer centric approach
Out of the box thinking – able to find solutions
Strong communication and influencing skills; Excellent teamwork skills
Able to apply tools and technology to produce results
Able to understand global business processes and identify impact of change

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