Pursuit - Solution Architect

**_ Responsibilities: _**
**_Opportunity Analysis_**
- Engages IT and business management: face to face interaction.
- Understands which offerings best address customer needs and business requirements.
- Ongoing qualification of solution merits.
- Identifies services opportunities for HP in customer's enterprise information technology.
- Ensures solution addresses win themes.

**_
Solution Design and Development_**
- Provides solutions to meet client requirements and is able to adapt to new requirements.
- Identifies and evaluates value
- add alternatives, solutions to those alternatives.
- Optimizes solutions plus broader customer IT strategy.
- Considers client growth path, client scalability, client IT strategy and business impact.
- Takes end to end view of solution, ensuring elements within their responsibility deliver against the defined business outcomes, using standard components wherever possible.
- Ensures solution compliance with HP strategic direction.
- Suggests solution approaches that add client value.
- Works with financial analysts to validate results versus applicable criteria.
- Captures and highlights risks and any associated costs.
- Models multiple offerings/components of own tower.
- Understands interaction of deal variables (volumes, services, service level agreements, locations, and more) between tower components.
- Delivers and owns, accurate financial models that are logically structured and reflect the technical solution.

**_
Solution Leadership_**
- Directs solution activities, decisions.
- Influences peers, Delivery reviewers at peer level.
- Leads service element integration within tower, tower sub-component volume tradeoffs, interconnects between tower services.
- Directs consolidation of models, assumptions by financial analysts, writers and others.

**_
Solution-Pursuit Integration_**
- Anticipates, communicates and solutions to optimize inter-tower dependencies, overlaps, staff sharing, and more.
- Effectively integrates client process adoption and delivery startup needs.
- Clearly defines all risks through governance process and works to mitigate.
- Highlights where non-standard tower provisions impact contract (Statements of Work, Service
Level Agreements, billing, client obligations, etc.).
- Develops transition solutions including asset and/or employee transfer, analysis of current asset re-deployment and appropriate account start-up planning activities.
- Includes integration with client processes and policies.
- Provides for delivery tools deployment, staffing and process startup.
- Conducts and/or coordinates solution, tower peer reviews, participates in higher-level Delivery and commercial governance reviews.

**_
Client/Customer Relationship_**
- Builds professional relationships with key IT and business executives across the region.
- Understands and addresses CxO issues.
- Applies consultative selling techniques to advance opportunities.
- Participates in/supports negotiation of technical contract elements.

**_
Account Team Collaboration_**
- May actively participate with the account team in account and opportunity planning across the region.
- Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.
- Understands the roles and proactively engages other teams and resources within HP and partners.

**_ Education and Experience Required: _**
- Technical university or Bachelor preferred or equivalent experience.
- 8-12 years experience in solution selling and/or consultative selling.
- 5-7 years experience in project/program management.

**_ Knowledge and Skills: _**
**_Technical/Solution_**
- Demonstrates a broad knowledge of outsourcing services and solutions, with expertise in area of specialization.
- Awareness of Alliance partner offerings and directions, current industry news.
- Applies broad understanding of technical innovations and trends to solving customer business problems.
- Demonstrates thought leadership in speciality area.
- Demonstrates ability to work as the lead for components of large complex projects.
- Has in-depth understanding of the product and services portfolio roadmaps of multiple business units.

**_
Business_**
- Leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.
- Proposes solutions that creatively address customer value chain and business requirements.
- Persuasively communicates the value of the solution in terms of financial return and benefits, impact on customer business goals.

**_
Industry_**
- Extensive level of industry acumen.

**_
Ongoing Development_**
- Participates in role-related tools testing.
- Investigates and evaluates new services and product offerings.
- Develops professional profile: enhances client-facing skills; reads industry publications; attends vendor seminars and/or training.

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