Manage the engagement process of large/complex multi-million Managed Services deals. Prospect and qualify potential opportunities. Define and negotiate solutions, including scope, financial arrangements, human resources issues. Responsible for contract terms and conditions, and gaining the necessary internal approval. Responsible (until contract is signed) for selling engagements and establishing pricing that meets corporate margins.
· Manage engagement process for large, complex, local or multinational opportunities; analyze needs and recommend solutions. · Conduct negotiations at the highest level of the customer organization, on complex issues of asset acquisition, human resources, and international finance. · Manage engagement plan development and proposal-writing process; negotiate contract and attain commitment and action from customer's executive management organization. · Develop business strategies that meet market needs and deliver competitive advantage. · Develop business plans, revenue and profitability forecasts. · Create and expand solution architectures to meet current and future market needs and industry/technology trends. · Act as senior member of group management team. · Lead practice and industry affinity groups focused on global projects to define and implement strategies and products for solutions.
Qualifications
Lead the integration of strategy and opportunity. Use understanding of the interrelationship of technical and business decisions to help customers shape and evaluate their own solution priorities. Discuss long-term business strategy and positioning with CEOs, CFOs, and BODs. Anticipate future and current customer needs; aggressively seek ways to increase customer satisfaction. Moderate between organization and client needs. Accurately link corporate strategies and actions to current and future market and economic conditions. Ensure that defined margins are met. Identify best practices and champion their dissemination. Relationship Management: Build and manage long-term, strategic relationships at the CEO, CFO and BOD level. Build and sustain liaisons with other internal organizations, services, practices and businesses on a global, enterprise-wide level. Leadership: Act as senior member of group management team. Lead practice and industry affinity groups focused on global projects to define and implement strategies and products for solutions. Participate in workforce planning; identify critical strategic skill sets to ensure availability of appropriate professional resources. Identify and address workforce training needs. Allocate resources to ensure alignment of business needs with current workforce capability and capacity. Coach, mentor and model effective management techniques. Lead performance improvement of others by removing organizational obstacles. Organization Knowledge: Understand the services selling process. Demonstrate knowledge of business planning methods and plan components. Demonstrate knowledge of corporate and organizational business directions and strategies, competitor and partner business directions and strategies. Demonstrate knowledge of organization service offerings and portfolio. Demonstrate knowledge of at least one solution type (desktop, client/server, data center, Internet, etc.). Prepare a Statement of Work. Understand the needs analysis process. Communication: Speak and write clearly and confidently to internal organizations, clients and vendors. Understand the needs of different audiences. Demonstrate active listening skills. Motivation: Put top priority on getting results; convey urgency when appropriate; persist in the face of obstacles. Set high personal standards of performance; seek out new challenges; initiate activities.
HP is a technology solutions provider to consumers, businesses and institutions globally. The company’s offerings span IT infrastructure, global services, business and home computing, and imaging and printing. For the four fiscal quarters ended Jan. 31, 2005, HP revenue totaled $81.8 billion. More information about HP (NYSE, Nasdaq: HPQ) is available at ww***om.[点击查看]
