Applications Services Business Development Specialist Job at Hewlett-Packard Nigeria

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Job Title: Applications Services Business Development Specialist

Reference: 1001100

Location: Nigeria

Company: Hewlett-Packard (HP)

Description

Opportunity analysis

•   Works with customer IT, LOB  and CxO management to develop an accurate understanding of business needs

•   Identifies business value creation implications

•   Identifies customer-wide IT and business parameters and constraints that impact the solution

•   Identifies probable competition and evaluates relative HP strengths

Solution Planning and Design

•   Architects an appropriate technical solution to meet the customer's requirements

•   Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy

•   Adapts solution design to new requirements

•   Establishes the validity of a solution and its components with both short and long term implications

•   Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning

•   Optimizes a solution to maximize HP competitive advantages

Client/customer relationship

•   Builds strong professional relationship with key IT and LOB executives globally

•   Communicates the value of HP technology in business terms

•   Understands and addresses CxO issues in relevant business terms

•   Applies strong consultative selling techniques to advance opportunities

•   Is perceived as a trusted technical advisor by the customer

•   Manages problem resolution and customer satisfaction issues through strong partnering capabilities

•   Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Account team collaboration

•   Actively participates with the account team in account and opportunity planning on a global basis

•   Provides solution advice, drives proposals, presentations, and other customer communications during pursuit

•   Transfers knowledge to account team

•   Understands the roles and effectively directs other teams and resources within HP and partners

•   Applies technical skills to identifying overlooked opportunities within the account

•   Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

Scope and Impact

•   Contributions have major impact across HP Regions and BU's, and strong impact on HP's business

•   Analyzes and leads the presales direction for the Region and/or major accounts

•   Breadth of influence goes across multiple organizations within the Business and is sought, valued and used

Qualifications

Education and Experience Required:

•   Technical University degree or Bachelor's degree; Masters degree preferred

•   Typically 12+ years experience in technical consultative selling  and solution/account management

•   Technical and solution experience in IT industry

•   Experience in vertical industry preferred

•   5-10 years experience in project/program management

•   Appropriate solution or career certifications

Knowledge and Skills Required:

Technical/Solution acumen

•   Demonstrates expert knowledge of HP's technology & solutions

•   Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value

•   Applies deep understanding of technical innovations & trends to solving customer business problems

•   Establishes thought leadership in solution or technical specialty area with customers

•   Demonstrated ability to work as the lead for large complex projects

•   Has a high level understanding of the HP product/services roadmaps for multiple BU's, and deep knowledge in area of specialization

•   Has demonstrated hands-on level skills with some of the technology

Business acumen

•   Demonstrates skilled use of financial and capital investment concepts in justifying HP solutions that create business value for the customer

•   Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions

•   Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals

•   Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value

Industry acumen

•   Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management

Solution selling

•   Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives

•   Leverages deep understanding of the competition – both positioning strategy and technology – to create competitive advantage for HP

Job – Sales

Primary Location – Nigeria-Nigeria-Lagos

Schedule – Full-time

Job Type – Experienced

Shift – Day Job

Travel – No

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