北京招聘

HP Device-as-a-service (DaaS) delivers a modern consumption model that simplifies how commercial organizations equip users with the right hardware, support, fleet management, and lifecycle services to get the job done – improving end-user productivity, IT efficiency, and cost predictability.
Your job is to help HP’s global sales teams to position and develop DaaS with large customers and deliver solutions in a consistent and agile way.

Responsibilities:
? Land:
o Leverage Competitive Intelligence and Heat Maps to map industry trends, peer comparison & HP’s PoV
o Work with End User Sales to build a growth oriented account business plan and Share of Wallet/Deal Creation workshops
o Demand Generation, Qualification and Pipeline Management
o Qualify customer problem statement, scope, end in mind, key challenges, quantify & validate outcomes
o Develop Innovative Solution to win, price to win and win themes
o Execute Relationship mapping across IT, C-Suite and LOB
o Map the current mode of operations, transition mode of operations and future mode of operations with a low risk deployment and customer success framework
o Create the business case with measurable business outcomes and value creation for the client
o Innovative solutions and commercial models to make it attractive to client and profitable to HP
o Hand-off’s with delivery and other teams early in the engagement to plan Adopt & Expand (pull through)
o Effectively presents out executive summary to client stakeholders & Why HP with proof points, references, customer success teaming and partnerships.
o Negotiates and closes the contract with key risks covered on Pricing, Utilizations, Cost of Living Adjustments, FX, etc..
? Adopt, Expand & Renew:
o Hand off the Transition & Customer Success Framework
o Initiate MoC with customer
o Support Customer Success on Cross sell/Upsell, key renewals through a pro-active sole source plan
Knowledge and Skills:
? Strong understanding of company organization, policies and service knowledge. Excellent verbal and written communication skills, a passion for excellence, resourcefulness and flexibility. Ability to interact with management and executive management team without hesitation. Ability to manage projects, to improve systems and internal processes.
? Practitioner understanding of Microsoft technology stack : Win10, SCCM, inTune, Azure, Active Directory
? IT Service Management certifications such as ITSM and ITIL would be viewed favorably
? Capacity to work across several functional teams. Advanced judgment, negotiation and problem-solving skills. Superior interpersonal skills.
? Understanding of business contracts related to services business
? Outstanding follow through and organizational ability.
? Opportunity Building.
? Qualification & development of new opportunities
? Due diligence skills, positioning and deal-shaping.
? Consultative sales support.
? Custom Services Education.
? Client awareness creation, large Account Team influencing and enlistment.
? Consultative selling (analysis, solution selling, relationship building).
? Strong leadership skills.
? C-level partnering, resource optimization, prioritizing.
? Solution Skills such as vertical industry core concepts, processes, trends, and pressures.
? Sales Skills such as negotiating, proposal development, and account planning.
? General Business Acumen.
? Financially savvy to meet financial targets.
? Advanced knowledge of HP service product, particular vertical industry, particular service business area, or solution specialty
? Knowledge & awareness of total HP portfolio at value add level.
? Strategic thinking/planning.
? Creates the value proposition.

Education and Experience Required:
? Typically, 10+ years in the Tech, Services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level.
? Advanced University degree preferable.

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