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Solution Leader

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  • IT
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Job Details

support qualification of new opportunitieslead a team of subject matter experts (SMEs) in solution definition, following project management principlestranslate client and HP organisational objectives and critical success factors into actionable strategiesengage with HP and client executives on solutioning and strategiesreview solution designs for appropriate technology, efficiency and integrationhave accountability for the resultant solution meeting client proposal requirements, supporting the sales strategy, and achieving cost of sales and permissible cost targetsCommunicate sales pursuit requirements to Sales Enablement and Service Delivery leadership and ensure that they provide suitable support and resources across all necessary segmentsFamiliarise with prospects environments and future requirements including their current issues, problems, business driversParticipate in competitive analysis workshops understand the sales strategy, win themes and competitive differentiators of the pursuitAssist the Bid Manager in the development of bid budgets and pursuit timetablesReview and update proposal development reference material to be used by SMEs in development of their proposed solutionAssist Bid Manager, Client Delivery Executive and Client Executive in development of value-add initiativesEnsure that full end to end solutions are developed and costedProvide overall leadership to all participating SME resourcesResolve all organisational problems within technical pursuit teamsCo-ordinate access to technical pursuit team resources - eRoom access, security passes, seating etc (supported by pursuit administrator)Ensure that all SMEs work to pursuit project timetables and provide necessary deliverables at the required level of qualityManage solutioning expenses against bid budget.Actively participate in pursuit leadership teamsEnsure effective use of client data room facility, client meetings and minutes, and team meetings and minutes responsible for co-ordination of technical interviews and follow up actionsDrive the development of and consolidation of segment Risk Management plansEnsure approval of the solution through internal approval gatesPrepare all necessary material relevant to delivery of technical solutions for hand over to implementation teamCo-ordinate and review responses to customer initiated technical questionsCo-ordinate and participate in technical presentations and workshops with the customer QualificationsEducation and Experience RequiredTechnical University degree or Bachelor's degree; Masters degree preferredTypically 12+ years experience in technical consultative selling and solution/account managementTechnical and solution experience in IT industryExperience in vertical industry preferred5-10 years experience in project/program managementAppropriate solution or career certificationsKnowledge and Skills RequiredTechnical/Solution acumenDemonstrates expert knowledge of company's technology & solutionsLeverages company solutions to support customer IT strategic directions, creating extensive customer business valueApplies deep understanding of technical innovations & trends to solving customer business problemsEstablishes thought leadership in solution or technical specialty area with customersDemonstrated ability to work as the lead for large complex projectsHas a high level understanding of the company product/services roadmaps for multiple BU's, and deep knowledge in area of specializationHas demonstrated hands-on level skills with some of the technologyBusiness acumenDemonstrates skilled use of financial and capital investment concepts in justifying company solutions that create business value for the customerUtilizes deep knowledge of customer value chain and business requirements to create and propose solutionsPersuasively communicates the value of the solution in terms of financial return and impact on customer business goalsUnderstands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate valueIndustry acumenExtensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer managementSolution sellingDemonstrates strong communications skills with IT and LOB managers, as well as C-level executivesLeverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage for the company
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 12-17


Channel Sales | Corporate Sales | IT/Telecommunications | Relationship/Account Servicing
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