HPSS BTO Solution Architect

This Position is for an HP Software Business Technology Optimization BTO Solution Architect for Venezuela which His/Her primary function is to support Sales in terms of validating the best Solutions Architecture that fits Customer needs, fulfiull the full potencial value from HP and diffirenciate the HP overall solution from the competition. A description of some activities, but not limited to are:

- Gathers and assesses customer needs, both business and technical
- Identifies related needs lead generation, opportunity expansion
- Identifies site-specific and corporate Information Technology IT parameters and constraints that impact the solution
- Identifies likely problem areas that require attention
- Identifies probable competition and evaluates
- Architects an appropriate technical solution to meet the customers requirements
- Investigates and optimizes a solutions fit to the requirements of an opportunity, both current and future
- Adapts solution design to new requirements
- Establishes the validity of a solution and its components
- Identifies the growth path and scalability options of a solution and includes these in design activities
- Generates an implementation plan with timelines for the solution
- Can create the appropriate test plan as required
- Can anticipate some of the potential challenges for the proposed project plan
- Anticipates and plans for competitive threats
- Actively identifies opportunities to assist peers Regionally in area of expertise e.g., writing white-papers Client/customer relationship
- Maintains excellent communications with customer IT & Line of Business LOB management across the Region
- Represents HP as technical IT expert with customers shares knowledge in area of expertise and links to related technology areas
- Advances opportunities through the use of effective consultative selling techniques
- Builds customer loyalty through being a trusted advisor
- Partners effectively with others in the account to ensure problem resolution and customer satisfaction
- Communicates and articulates the details of their component roles in a proposed customer solution Team collaboration
- Actively supports the account team with solution advice, proposals, presentations, and other customer communications
- Analyzes and provides support to deals in the pipeline where needed
- Transfers knowledge to Presales peers via mentoring and participating in programs such as Ambassadors
- Understands the roles and affectively engages other teams and resources within HP and partners
- Identifies overlooked opportunities suggested by technical expertise
- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
- Contributions have major impact across an HP Region and some Business Unit BUs, and solid impact on Regional HP business
- Analyzes and contributes to the presales direction for the Region or some areas of a BU
- Breadth of influence goes across multiple organizations within the Business and is sought, valued and used

Education and Experience Required:

- Technical University degree or Bachelors degree
- 5-10 years experience in technical consultative selling and solution/account management
- Technical and solution experience in Information Technology IT industry
- Experience in vertical industry preferred
- 5-7 years experience in project/program management
- Appropriate solution or career certifications

Knowledge and Skills Required:

- Demonstrates a broad knowledge of HPs technology & solutions, with deep expertise in area of
specialization
- Links HP solutions with data business center needs to create customer business value
- Applies broad understanding of technical innovations & trends to solving customer business problems
- Establishes thought leadership in solution or technical specialty area with customers
- Demonstrated ability to work as the lead for components of large complex projects
- Has a high level understanding of the HP product/services roadmaps for multiple Bring Up BUs
- Has demonstrated hands-on level skills with some of the technology in their solution area Business acumen
- Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers
- Creates solutions that creatively address customer value chain and business requirements
- Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
- Appropriately tailors communications to varying levels of customer management Industry acumen
- Extensive level of industry acumen keeps current with trends and able to converse with client on issues and challenges Solution selling
- Demonstrates strong communications skills with IT and Line of Business LOB managers, as well as some C-level executives
- Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP

Critical Competencies to Drive Business Results:

Account Team Collaboration
Works closely with account teams to define account strategies, and align consultative activities with strategic account plans

Deal Shaping
Consultatively leverages HPs strengths and shapes customers solution vision and requirements to HPs advantage prior to the issuance of tenders

Account Prospecting
Continuously prospects and expands opportunities in named accounts to increase HPs footprint and account wallet share

Qualification Leadership
Applies HP technical/solution knowledge to identify and size the components & requirements implicit in an opportunity

Solution Planning & Design Integration
Orchestrates responsive, comprehensive and compelling solutions that clearly address customer business challenges, differentiate HP from the competition, and advance the sale

Solution Readiness
Ensures seamless hand-off to and deployment readiness for both customers and HP delivery

Prioritizing Accounts/Focusing
Supports sales strategies and activities that effectively and efficiently target HPs efforts and resources to closeable wins

HP Sales Productivity Tools/Processes
Systematically applies HP sales planning & productivity tools/processes to manage work

HP Sales Initiatives/Goals
Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales activities

Solution Acumen
Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs

Influencing
Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority

Conflict Management
Harnesses conflict creatively as an opportunity to better understand and/or improve a situation or relationship, and effectively resolves outstanding issues

Applies in www.jobs.hp.com

Empresa: Hewlett Packard Venezuela
Localidad: Caracas (Caracas-Dist.Capital)
Sector: Telecomunicaciones,Ingenieria,Consultoría
Profesiones relacionadas: Key Account Manager,Ingeniero de Software,Software Engineer
Tipo de contrato: Indefinido, Jornada Completa
Experiencia mínima: 5 años
Fecha de publicación: Más de 60 días
Salario: No especificado

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