Solution and Services Architect, Managed Services

4 weeks ago

Bengaluru Karnataka, India Hewlett Packard Full time

**_ Responsibilities: _**
**_Opportunity Analysis_**
- Engages client's IT and business staff and management.
- Identifies client's business and technical requirements.
- Understands which offerings best address customer needs.
- Identifies probable competition, evaluates relative strengths.
- Be informed about client budget, pricing, and allowable costs of solution.

**_
Solution Design and Development_**
- Provides solutions to meet client requirements, is able to adapt to new requirements and optimize solutions.
- Validates standard solutions, services and products early in the planning cycle.
- Considers client growth path, client scalability of elements of solution.
- Creates solution using standard elements and minor customization to meet defined requirements.
- Solutions meet scope and service level agreement objectives.
- Ensures that any solution elements within their scope contribute to an innovative value proposition.
- Is creative and adapts to customer needs rather than providing "boiler plate" responses.
- Defines any risks associated with their solution element.
- Understands the impact on other solution elements, defines and documents mitigation strategies.
- Ensures optimal costs within their scope of responsibility on each deal, using standard tools and thorough review with Delivery.
- Captures and highlights risks and any associated costs.
- Documents how the solution achieves required cost savings.
- Creates detailed cost model, assumptions and service description for one tower component and contributes to client-facing documentation.
- Participates in due diligence activities and integrates results of findings into solution and cost (pre and post contract).
- Is deliverables focused with appreciation of time sensitivity.

**_
Solution Leadership_**
- Interprets and executes solution direction.
- Influences subordinates and peers.
- Supports consolidation of models, assumptions by financial analysts, writers and others.

**_
Solution-Pursuit Integration_**
- Communicates inter-tower dependencies, volume overlaps, allowable costs per tower, staff sharing, and more.
- Assesses solution, delivery and client needs to identify integration points.
- Clearly defines all risks through governance process and works to mitigate.
- Provides requested inputs for contract items.
- Transition solutions meet client timeline, asset handling and risk parameters.
- Applies service start-up and delivery organizations' guidelines.
- Conducts component peer reviews, supports higher-level Delivery and commercial governance reviews.

**_
Client/Customer Relationship_**
- Builds strong professional relationships with key IT and business executives.
- Applies consultative selling techniques to advance opportunities.
- Builds customer loyalty through being a trusted advisor.
- Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
- Effectively communicates and articulates the details of their solution functions in a proposed customer solution

**_
Account Team Collaboration_**
- Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
- Transfers knowledge to account team.
- Understands the roles and effectively engages other teams and resources within HP and partners.
- Applies technical skills to identify overlooked opportunities within the account.
- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

**_ Education and Experience Required: _**
- Technical university or Bachelor preferred or equivalent experience.
- 5-8 years or more experience in technical selling and/or consultative selling.
- Technical and/or solution experience in IT industry.
- Experience in vertical industry (DAAS/ PC Services) preferred.
- 2-5 years experience in project/program management.
- From IT industry with Mainstream in PC, laptop
- Experience dealing with business - Enterprise Customers

**_ Knowledge and Skills: _**
**_Technical/Solution_**
- Demonstrates solid knowledge of outsourcing services, breadth of solutions.
- Good awareness of portfolio offerings, standards.
- Demonstrates current understanding of technical innovations and trends and their impact on solving customer business problems.
- Demonstrates ability to work as a contributing team member for large complex projects.
- Has a high level understanding of the portfolio roadmaps of multiple business units.

**_
Business_**
- Understands and applies basic financial and accounting 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 benefits, impact on customer business goals.

**_ Industry_**
- Solid level of industry acumen; keeps current with trends and able to converse with clien

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