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Solution Architect

hace 2 semanas

Tlaquepaque, México Hewlett Packard A tiempo completo

**_ Responsibilities: _**
**_Opportunity Analysis & Solution Design_**
- Solution scope and design including the devices and services to meet the customer’s need and hit the win themes & win price for the deal.
- Understand and solution delivery requirements, third party solutions and ensure the Statement of Work (SOW) on won deals is complete and deliverable.
- Optimize and ensure the lowest compliant response to every bid with clearly identified risks and upside plans. Avoid over-engineering but ensure compliance.
- Highlight and seek to improve process or product gaps or issues.
- Deliver solution design documentation, SOW language, pricing, risk plan, proposal and presentation content and customer presentations.
- Definition of a compelling and competitive business case for the customer: Support the qualification and business case development of early stage prospects - working collaboratively with the finance and Engagement leads.

**_ Solution Approach_**

Consultative Engagement Related to:

- Business development, pricing strategy, business case, value proposition, negotiations.
- communication to internal executives and teams, including review processes.
- Identification phase via Account Business Planning activities.

Focus Result Areas:

- Winning major Enterprise Account Opportunities profitably.
- Work with procurement leads and up to CIO and/or Head of Business Unit level.
- Thought leader within DaaS to help drive increased competitiveness and share learning from experience.

Metrics: win rate, TCV (Total Contract Value), margin

**_ Solution Leadership_**
- Contributes to solution methodology (repeatability, innovation, speed).
- Delivers concrete, sustainable improvements to the team and broader solutioning community.
- Shares and advocates best practice.
- Influences internal leads, pursuit team leaders, offering management, Delivery at first or second line leader level.
- Drives solution and/or pursuit realignment to support higher business value, supports pursuit win themes and value propositions, generates Total Cost of Ownership impact, engages and leads vendors and partners to create solutions.
- Articulates client business value previously not discovered or identified, integrates into company's story and solution.

**_
Solution-Pursuit Integration_**
- Coordinates inter-tower solution linkage and optimization.
- Guides integration in solutioning and client value communication.
- Review and provide input to financial assumptions, commercial T&Cs and contract definitions.
- Highlights terms and conditions impact of cross-tower solution provisions.
- Identifies and mitigates business risk.
- Analyzes solution, delivery and client requirements to identify transition issues, asset or employee transfer needs.
- Defines new approaches for transition, enhancing speed, efficiency, accuracy and client satisfaction.
- Includes integration with client processes and policies, delivery tools deployment, staffing and process startup.
- Drives and leads reviews, including higher-level delivery review, commercial and executive governance reviews.

**_
Client/Customer Relationship_**
- Builds strong professional relationships with key IT and business executives globally.
- Communicates the value of technology in business terms.
- Understands and addresses CxO issues in relevant business terms.
- Applies strong consultative selling techniques to advance opportunities.
- Is perceived as a trusted technical advisor by the customer.
- Participates in client negotiations, influences strategies and leads technical contract elements.

**_
Account Team Collaboration_**
- Actively participates with the account team in account and opportunity planning on a global basis.
- Understands the roles and effectively directs other teams and resources within HP and partners.

**_ Education and Experience Required: _**
- Technical university or Bachelor preferred; Masters degree preferred or equivalent experience.
- 5+ years experience in solution selling and/or consultative selling and delivery or account management.
- 5-10 years experience in solution design.

**_ Knowledge and Skills: _**
**_Technical/Solution_**
- Demonstrates expert knowledge of outsourcing services and solutions.
- Keeps informed about industry platforms and surveys, news, leaders.
- Applies deep understanding of technical innovations and trends to solving customer business problems.
- Has in-depth understanding of the product and services portfolio roadmaps of multiple business units, deep knowledge in area of specialization.

**_
Business_**
- Understands and applies best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions.
- Expertly leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.
- In-depth knowledge of customer value chain used to create and propose new solutions.

**_ Industry_**
- Extensive level of industr