Pre-Sales Technical Consultant - Indirect Managed Print Services - Full-time / Part-time

Responsibilities:

Opportunity analysis.

• Gathers and assesses customer needs, both business and technical.
• Identifies related needs (lead generation, opportunity expansion).
• Identifies site-specific parameters and constraints that impact the solution.
• Identifies required project steps.
• Identifies likely problem areas that require attention.
• Identifies probable competition and product roll-out data/training needs.

Solution Planning and Design.

• Architects an appropriate technical solution to meet the customer's requirements.
• Investigates and optimizes a solution's fit to the requirements of an opportunity.
• 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.
• Creates the appropriate test plan as required.
• Anticipates some of the potential challenges for the proposed project plan.
• Assesses likely competitive threats.
• Assists with requests for expertise from peers.

Client/customer relationship

• Maintains excellent communications with customer management.
• Represents HP as technical expert with customers; shares knowledge in area of expertise.
• 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.
• Transfers knowledge to Presales peers via contributing participation in education programs.
• Identifies overlooked opportunities within the account.
• Analyzes and provides support to deals in the pipeline where needed.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
• Understands the roles and affectively engages other teams and resources within HP and partners.

Education and Experience Required:

• Technical University or Bachelor's degree preferred.
• Typically 5-8 years experience in technical selling and/or consultative selling.
• Experience in industry desired.
• Technical and/or solution experience in vertical industry preferred.

Knowledge and Skills:
Technical/Solution acumen.

• Demonstrates a solid knowledge of HP's breadth of solutions.
• Demonstrates deep technical capabilities in assigned area of specialization
• Awareness in competitive solutions knowledge.
• Understands data business center components and how IT is used to address business needs.
• Demonstrates current understanding of technical innovations&trends and their impact on solving customer business problems.
• Demonstrated ability to work as the lead for components of large complex projects.
• Has a high level understanding of the HP product roadmaps for multiple BU's.
• Has demonstrated hands-on level skills with some of the technology.

Business acumen.

• Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning proposed solutions.
• Applies understanding of the customer's value chain and business requirements when designing and proposing solutions.
• Communicates the value of the solution in terms of financial return and impact on customer business goals Industry acumen.
• Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges.

Solution selling.

• Demonstrates solid questioning techniques and related communications skills with customer managers.
• Demonstrates understanding of the competition as well as good positioning&strategy.

Associated topics: account, account manager, account representative, business, buyer, estimator, market, marketing, project manager, sales