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SalaryA key role in the pursuit practice who will drive and innovate best practices for our an engaged and thriving Engagement Lead (EL) 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 Principal 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 (Personal Systems EL community call and SA community calls)
Strategic Initiatives:
- Support and drive support in EL community on strategic initiatives including support of 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 across Personal Systems and Print (where possible integration of capabilities cross-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 cross-training of Managed Print Services (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 Knowledge Management (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: 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 cross-practice alignment and cross-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
