Description
· Proactively manages portfolio of CI business in an assigned client base driving profitable business growth and development of the client partnership. Manages pipeline.
· Works with the client to define & maintain the client’s overall transformation roadmap
· Closely involved in establishing and maintaining effective program governance
· Attainment of margin goal set by overall CI and country/vertical business requirements.
· Strengthens the HP/client strategic partnership developing opportunities for sell to, with, through and buy from
· Proactively develops engagements which are typically multiple technology content, CI and HPS. Mix of fixed price and T&M deals (Mainly fixed priced). Complexity in negotiating and
managing terms and conditions.
· Recognized authority in relevant solution or industry knowledge. Understands multiple HP BU and competitive solution offerings as applied to assigned customers or specific industries.
· Leads TSG account planning for CI solutions.
· Increases CI share of wallet by expanding the base of consulting into other customer functions/departments.
· Builds partnership as a trusted advisor in IT solutions.
· Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of CI solutions.
· Competently able to engage with client leadership executives (CIO), functional business managers and senior IT executives.
· Customer views as responsible for the complete portfolio of CI business.
· Could act as an executive sponsor for an engagement.
· Owner of the CI client relationship, leader for CI pursuits and responsible for partnering with the CI delivery team to ensure successful engagement delivery.
· Oversees the client portfolio of CI business throughout the project lifecycle. While the Sales Consultant, CI is not the delivery lead, they support the team in governance and escalation.
· Leadership relationship with domestic CI delivery organization and domestic supporting HPS functions (ECOS, Finance, Ops, etc.).
· Trusted account leadership with delivery and support organizations.
· Contributes artifacts to the pursuit knowledge base.
· Mentors Sales Consultant, CI’s.
· Participates in key initiatives to extend the Sales Consultant, CI role and enhancing CI efficiency.
Impact/Scope
· Typically qualifies large deals of complexity with more then one GBU components. May be international (a few countries) engagements.
· Participate in investment decisions.
· Work with the assigned Project Manager’s to ensure engagements are delivered on time, within budget and work any issues that may arise with the client.
· Approximately $8-15M per Year order target
· Average new business deal size between $2M-$5M.
Qualifications
Education and Experience Required:
First level and Advanced University degree plus 10-15 years directly related experience.
Typically 10-15 years experience working in solution selling organization and/or system integration projects based organization. Experience in an IT services organization in a client facing role with business development as part of the responsibility. Knowledge and experience of Project Management methods. Experience as an Industry Specialist, Solution Architect, Practice Principal. Typically, has managerial experience.
Knowledge and Skills Required:
· High level of vertical industry knowledge in multiple key industry IT domains.
· Able to negotiate complex, profitable deals.
· In-depth vertical solution expertise.
· In-depth customer knowledge.
· IS/IT management expertise.
· Business/financial management expertise.
· Acts as a Strategic Partner, Trusted Advisor.
· Familiarity with project management methodologies
· Leadership skills in directing pursuit and/or delivery teams
· Highly developed consultative approach, solution selling and business development skills
. Can act as an executive sponsor for a project.
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