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Description
Job Description - Solution Manager (677979)
Job Description
Solution Manager-677979
Description
The Solution Manager will lead the sales engagement effort for qualified HP Services and global direct opportunities. The Solution Manager will direct and leverage FAM, TVS, Legal, Pricing, and Customer Delivery to maximize participation in qualified HP Services and global direct engagements at all points in the sell cycle. The Solution Manager will possess deep and broad knowledge in global lease structuring for direct and HP Services opportunities and will enhance HP Services'' solutions by incorporating appropriate elements of HPFS'' value proposition. On award, the Solution Manager will lead the transition to the engagement management team. The Solution Manager responsibilities include relationship development, strategy development, customer engagement, pricing and structuring, team management and account management. The Solution Manager position is critical to delivering on HPFS on segment volume and ROE targets.
Relationship Development
* Develop and enhance relationships with Managed Services Principals, Opportunity Consultants, TS Solution Architects and other key HPS engagement resources and their management to foster inclusion of HPFS in HP Services deals.
* Utilizing a comprehensive understanding of HPFS''s global value proposition and capabilities, position HPFS as the trusted partner for complex financial solution structuring of HP Services transactions.
* Provide subject matter expertise for services deal financing for HP Services pursuit team and other financial and account management resources through formal training and ad hoc consultation.
* Interface directly with customer as required to ensure appropriate positioning of HPFS solution components within the overall HP solution.
Structuring HPFS solutions in HP Services and Global Direct Transactions
* Understand HP account strategy and establish HPFS deal strategy for qualified opportunities based on fundamental needs analysis.
* Engage with HP Services teams early to capture emerging opportunities on existing transactions.
* Structure solutions with a view to total lifecycle return to HPFS and maximizing the use of HPFS value-added capabilities.
* Validate viability of solution with Customer Delivery
* Ensure solution design aligns with execution capabilities though Engagement Manager interaction in host and export countries/regions
* Advise sales management on prioritization of country addenda for both the GMLFA-S and GMLFA
* Establish steady state before transitioning to the engagement team
* Document transaction structure for transition of awarded opportunity to Engagement Manager for implementation.
* Engages with sales organization to qualify global direct opportunities.
* Functions as the initial point of contact for qualified global accounts sales support in region
* Leads solution design effort for host country direct global opportunities and coordinates with other regions, as/if required
* Acts a subject matter expert for direct global accounts, providing structuring and solutioning guidance for complex transactions to the HPFS Enterprise sales force.
* Interfaces directly with customer, as required, to ensure appropriate representation of HPFS global capabilities, understand customer expectations, establish requirements and drive solution design.
* Takes ownership of opportunity, functions as deal lead until fully transitioned to Customer Delivery.
* Develops and manages timelines for contract completion and Customer Delivery engagement. Ensures compliance with global value proposition and existing capabilities for solution implementation and operational delivery.
* Drives negotiation with other geos to achieve business continuity while minimizing risk to HPFS. Collaborate with global credit, legal and pricing areas to provide framework and business process direction required to achieve effective functional sales engagement.
* Analyzes and provides input for FAM compensation. Negotiates and advocates as necessary, with other regions on compensation issues.
* Maintains thorough understanding of existing HPFS global offerings to ensure alignment. Understands regional process differences/deficiencies to establish appropriate customer expectations.
* Aligns with sales organization to analyze and target key global financing opportunities and drive global expansion of existing customer portfolio.
Team Management
* Identify and assemble the required resources to support the structuring of HP Services and global direct solutions.
* Take lead on qualified HP Services opportunities.
* Direct, control and coordinate team activities for most efficient and effective sales engagement.
* Engage and direct appropriate HPFS resources (credit, pricing, legal) as they are needed to move qualified deals through the engagement process.
Resource Development
* Maintain and enhance knowledge base of potential financing options for the broad array of TS and MS Services models.
* Collaborate with other Solution Managers to share successes, determine gaps and promote improvements to HP and HPFS'' global value proposition.
* Provide subject matter expertise to FAMs, Customer Delivery, Pricing and Engagement resources to increase organizational skill level and promote operational excellence.
Funnel Management and Segment Reporting
* Document transaction and deal activities, as required, for account reviews, opportunity status assessments and forecasting activities.
* Participates in tracking, measurement, and reporting of Corporate, Global and Services-led account activities
Qualifications
The following are a list of competencies required to do the job:
* Enterprise account sales and account management experience
* Financial structuring experience
* Experienced in opportunity qualification and life cycle management
* Experienced in global financing and international business
* Broad knowledge of professional services/IT financial models
* Strong customer presentation skills
* Contract negotiation experience
* Clear understanding of HPFS global processes and capabilities
* Knowledge of international tax, legal and pricing as related to financial structuring
* Ability to manage groups and teams
EXPERIENCE:
* Prior enterprise sales expertise, preferably in financial services
* Prior enterprise leasing experience (suggested 7-10+ years)
* Prior sales management experience, a plus
* Prior work with multinational financing and global sales engagement
* Prior work in IT hardware and services segments
Job
- Sales
Primary Location
- United States-Texas - Plano
Schedule
- Full-time
Job Type
- Experienced
Shift
- Day Job
Travel
- Yes, 25% of the time
Details:
Job Id:
31142815
Posted / Updated:
2/27/2012 3:42:24 AM
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