.Responsibilities:Opportunity analysis: Gathers and assesses customer needs, both business and technical; identifies related needs (lead generation, opportunity expansion); identifies site-specific and corporate 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 and evaluates relative HP strengths.Solution Planning and Design: Architects an appropriate technical solution to meet the customer's business requirements; investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future; 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 appropriatetest plan as required; anticipates some of thepotential challenges for the proposed project plan; anticipates and plans for competitive threats; actively identifies opportunities to assist peers Regionally in area of expertise (e.G., writing white-papers).Client/customer relationship: Maintains excellent communications with customer executive management across the Region; represents HP as technical expert with customers; shares knowledge in area of expertise and links to related technology areas; advances opportunities through the use of effective consultative selling techniques; builds customer loyaltythrough 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; analyzes and provides support to deals in the pipeline where needed; transfers knowledge to Presales peers via mentoring and contributing participation in peer education programs; understands the roles and effectively engages 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.Education and Experience Required:Technical University or Bachelor's degree.Typically 8-12 years experience in technical consultative selling and account management.Technical and/or solution experience in appropriate industry.Experience in vertical industry preferred
