- Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
- Identifies customer-wide IT and business parameters and constraints that impact the solution
- Identifies probable competition and evaluates relative HP strengths
- Architects an appropriate technical solution to meet the customer’s requirements
- Capable of adapting solution design to new requirements
- Establishes the validity of a solution and its components with both short and long term implications
- Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning
- Optimizes a solution to maximize HP competitive advantages
- Communicates the value of HP technology in business terms
- Understands and addresses CxO issues in relevant business terms
- Advances opportunities through the use of effective consultative selling techniques
- Is perceived as a trusted technical advisor by the customer
- Articulates the details of the team’s component roles in a proposed customer solution
- Actively participates with the account team in account and opportunity planning on a global basis
- Provides solution advice, proposals, presentations, and other customer communications
- Analyses and provides support to deals in the pipeline as appropriate
- Transfers knowledge to account team
- Understands the roles and effectively directs 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 HP Regions and BU’s, and strong impact on HP’s business
- Analyses and leads the presales direction for the Region and/or major accounts
- Breadth of influence goes across multiple organizations within the Business and is sought, valued and used
- Work with the pre-sales manager to build a solid Service Management, Business Service Management, Application Lifecycle Manager, Cloud and Automation opportunities in the local region
- Work and support peers in technical engagements
- Build a strong relationship with local Sales, Presales and MEA Presales to explore ways to grow the business
- Experience in leading technical team is desirable.
- Be recognized in the wider HP Ecosystem
Profile Requirements
Technical University degree or Bachelor’s degree; Master’s degree preferred Preferred 12 years of experience in technical consultative selling and account management Technical and solution experience in IT industry 5-10 years of experience in project/program management Desirable: Experience in vertical industry preferred 2-3 years in software management, business services management, automation, service desk and/or system integration/implementation Experience in the consulting industry focusing on solution selling and delivery Proven presales track record with tangible customer engagement impact
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