Pursuit Engagement Lead

Pursuit Engagement Lead
Description -
A key role in the pursuit practice who will drive and innovate best practices for our an engaged and thriving Engagement Lead Community across all markets
Responsibilities:
Community & SME- Establish effective, engaged and contributing community.
Animate the EL communities across all Markets+T1
Create collaborative EL Practice with Market SMEs: Document and drive communities, ensure all Master Roles contribute (and are measured to contribute) in their SME area.
Foster a sense of community, encouraging support, exchange, and cross-fertilization
Pick Up or engage with existing Community Forums (PS EL community call and SA community calls)
Strategic Initiatives: Support and drive support in EL community on strategic initiatives including Support the establishment of central small deal engine initiative (Services Pursuit Centers) and Knowledge Management
A Practice That Practices:
Practice (Not preach): Work closely with Pursuit Incubation teams to apply EL community support real deal strategy and planning (Incl. VAS)
Do Deals! Identify Co-Leads in Markets for potential job rotation possibilities ensuring a practice(large strategic deals) that both practices and has fresh ideas
Services Integration Roadmap: Balance and ensure agile Roadmap for across PS and Print (where possible integration of capabilities x-services)
Talent & Training:
Skills assessment & Job description/s (CMO/FMO) in partnership with Markets
Training: Establish, enhance, and curate role-based curriculum and induction plans
Immediate plan (with Markets/ Community) for x-training of MPS on PS as a project - in line with Integration Roadmap.
Advocate:
Represent the community to the management, providing feedback on process efficiency, competitive landscape, perceived trends, change management, etc
Represent the community to other practice leaders.
Knowledge Management:
Work with KM practice to ensure all material needed for EL are easily to hand.
Support process and sme community for curation and contribution to KM
Insist on results/ tools and processes that enhance EL's ability to do the job.
Process and Best Practices: Develop best practices for the role (EL Example Here): identify, validate, communicate & maintain including:
Playbook & process ownership: Foster alignment of all Markets+T1 on processes, best practices, reporting
Tools: Become a master of CMO and FMO (need) tools landscape - shape the need with Enablement practice.
Early Engagement: Early Relationship Development Qualification & Shaping: Confident opinion and consultative sales
Supporting Differentiated Competitive Sales Plan: Support VAS workshops with SME community and Support initiatives to improve Value selling
Qualification: Define and Implement Great Qualification approach that adds value to Services Selling - Integrated, Intuitive, easy, clear.
Customer Facing Excellence: Quality Orals, Quality written Output (working with BM and C3 Practices)
Business Case and P2W Practice improvements: Support practice
Risk Management: Risks as a Competitive advantage.
Negotiation skills: Work with sales to own negotiation and apply best practices in negotiation (Possible sub-community with legal), seek management support early
Close: Be a closer - seek support early
Manage flawless delivery handover: Time to $ is key
RACI alignment across markets - Document and Agree
Comms: Understand and ensure all groups that impact EL/ SA route comms and ensure x-practice alignment and x-functional alignment and simple comms approach.
Knowledge and Skills:
Knowledge of full MS portfolio (hardware, services, software solutions including security and cloud offerings)
Typically, 7+ years in Service business environment
Experience in the practice area including conducting IT services Pursuits, team leadership and consultative, collaborative problem-solving.
Strong project management skills
Strong services sales skills with successful track record
Understanding of competitive MS offerings; capability to present MPS value proposition impactfully to customers
Mastery of HP internal pursuit processes
Understanding of MS sales and delivery processes
Knowledge of MS contracts and approval of exception items
Experience of working with multi-national or Global Accounts
Demonstrable Financial Acumen: Including P&L, TCO and cost scrubbing knowledge
Fluent communication in English (spoken and written) and, ideally one other European language
Leadership/ coaching and people development experience desired
Excellent communicator with the ability to communicate effectively with management, customers, and peers
Complexity:
High
Customers are typically multi-million dollars companies
Education and Experience:
Bachelor's degree in relevant area or demonstrated competence. Typically 10+ years of experience
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (United States of America)
Travel -
50%
Relocation -
Not Specified
EEO Tagline -
HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.