Incubation Pursuit Consultant

at HP Inc. in Boise, Idaho, United States

*This role can be located anywhere in the US

Role description

We are seeking a dynamic and independent individual to join our Incubation Pursuit Team, a global group focused on identifying, cultivating, and launching innovative service offerings for HP large enterprise and corporate customers. As a member of this team, you will play an important role in the exploration of new ideas, technologies, and business opportunities. This role offers a unique opportunity to contribute to the growth and evolution of services business at HP by fostering a culture of innovation and customer focus.

The role is a customer facing senior resource who develops workplace services solutions in early sales stages and works on deal closure with early adopter customers. Owns incubation services solution, cost, price, business case, service levels, transformation plan and service descriptions towards the customer. Works with HP delivery and portfolio teams on ideation and solution design to delivery customer outcomes for concrete sales opportunities. Creates repeatable sales content with learnings from deals, trains pursuit teams. Develops innovative solutions and successfully operates in the most complex disciplines. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Early Sales Stage Engagement

+ Lead customer conversation on discovery and understanding customer needs across workplace services, end user compute, print and collaboration

+ Co-create innovative workplace solutions with the customer and HP subject matter experts

+ Own customer conversation on value of the services innovation to shape and influence the customer prior to RFPs

+ Be single point of contact for the customer towards HP workplace services to gain customer confidence to co-create with HP and become early adopter of solutions in incubation

+ Lead ideation and incubation intake

+ Create new service solution blueprints, transformation journeys, proposals content

+ Work with HP internal stakeholders on incubation solutions design

Deal Pursuit

+ Assist pursuit teams in wining the 1st customer on that new service or innovation that has never sold before

+ Own incubation service descriptions, cost, risk, transformation plan

+ Work with HP Delivery, Portfolio and Operations to approve and deliver incubation services

+ Speed up solutioning process

+ Negotiate incubation SOW scope with the customer

+ Hand over deal solutions to delivery

Content Creation

+ Manage a portfolio of services in incubation

+ Create repeatable incubation collateral and make it available to other presales and pursuit teams

+ Hand over incubation solutions to portfolio, delivery and pursuit practices

+ Create pursuit training and solution playbooks

+ Share knowledge and lessons learned from early adopter customers

+ Evangelize new services and be innovation hub for the organisation

Education and Experience Required:

+ Technical university or Bachelor preferred; Masters degree preferred or equivalent experience.

+ 10+ years experience in solution selling and/or consultative selling and delivery or account management in end user workplace, software or infrastructure

+ 5 years experience in project/program management.

+ Managed Print Background is a plus

Knowledge and Skills:

Technical/Solution

+ Demonstrates expert knowledge of outsourcing services and solutions.

+ Keeps informed about industry platforms and surveys, news, leaders.

+ Applies deep understanding of technical innovations and trends to solving customer business problems.

+ Has in-depth understanding of the product and services portfolio roadmaps of multiple business units, deep knowledge in area of specialization.

Business

+ Understands and applies best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions.

+ Expertly leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.

+ In-depth knowledge of customer value chain used to create and propose new solutions.

Industry

+ Extensive level of industry acumen; keeps current with trends and able to converse on multiple client levels about requirements, solution, issues and challenges.

HP offers a comprehensive benefits package, including:

-Dental insurance

-Disability insurance

-Employee assistance program

-Flexible schedule

-Flexible spending account

-Health insurance

-Life insurance

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The typical base pay range for this role across the U.S. is $120,850.00 - $186,100.00 annually with additional opportunities for pay in the form of bonus and/or equity. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

About HP

You're out to reimagine and reinvent what's possible-in your career as well as the world around you.

So

are we. We love taking on tough challenges, disrupting the status quo,

and creating what's next. We're in search of talented people who are

inspired by big challenges, driven to learn and grow, and dedicated to

making a meaningful difference.

HP is a technology company that operates in more than 170 countries around the world united in creating technology that makes life better for everyone, everywhere.

Our history: HP's commitment to diversity, equity and inclusion - it's just who we are.

From the boardroom to factory floor, we create a culture where everyone is

respected and where people can be themselves, while being a part of

something bigger than themselves. We celebrate the notion that you can

belong at HP and bring your authentic self to work each and every day.

When you do that, you're more innovative and that helps grow our bottom

line. Come to HP and thrive!

Equal Opportunity Employer (EEO):

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).