Business environment
HP Enterprise Services is a leader in managing, operating, and provisioning IT services (e.g. Workplace, Datacentre, Networking, Application and Business Process services) and has set very ambitious growth objectives. To achieve these challenging goals, HP needs to develop solutions that meet our clients’ outsourcing objectives.
Job Description
The Cloud Solution Designer master is responsible for solution development, competitive costing, commercial proposition integration and business case alignment of Enterprise Services solutions supporting client business, applications and/or information technology environments. Solution scope includes on-going delivery of services, services start-up and transition, initial people, technology and process transformation as well as on-going refresh, meeting client's specifications, strategic direction, technology context, and business needs. Confidently articulates all aspects of solution and persuasively communicates value to the client. Influences client evaluation criteria and decision making. Works individually, in teams or as leader, to determine customer requirements in complex and often ambiguous outsourced environments. Interacts effectively with team, pursuit leaders, internal governance and business leadership to advance sales efforts.
Master is unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories, or techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovated solutions. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function. Leads large, cross-division functional teams or projects that affect the organization’s long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees.
Responsibilities:
Opportunity Analysis
· Engages IT, business and CxO management, key presenter and influencer, trusted advisor
· Develops business and technology roadmap and strategy using converged cloud solutions
· Ensures competitive position is fed back to portfolio management
· Understands HP's end to end solutions which best address customer needs
· Creates value and constantly qualifies for HP
· Identifies cloud services opportunities for HP in customer’s enterprise information technology and business processes
· Contributes to win strategies and definition of win themes, including business case development and solution approach
· Is aware of market price for converged cloud/ECS offering
Solution Design and Development
· Shapes, interprets and helps define client requirements to ensure they address business goals
· Redefines services, service level agreement and other requirements based on client objectives. Integrates additional services, approaches that add value, improving Total Cost of Ownership and/or business case
· Allocates allowable cost targets for solutions. Validates results using comparable deal history, competitor and market data. Captures and highlights risks and any associated costs
· Creates innovative delivery approaches to meet real client needs
· Applies top-down or yellow pad tool estimates where appropriate in deal cycle. Validates against client base and business case. Provides feedback and ownership for cost issues
· Models major components of solution using the converged cloud components. Understands impact and estimates variation across all towers caused by changes in significant deal variables. Optimizes solution through balancing cross-tower interactions. Optimizes overall client Total Cost of Ownership impact of solution
· Promote the use of converged cloud within pursuits
· Integrates multiple cloud services, HP or non HP, to create composite cloud services and burst-out scenarios
Solution Leadership
· Contributes to solution methodology (repeatability, innovation, speed). Delivers concrete, sustainable improvements to the team and broader solutioning community. Shares and advocates best practice
· Influences internal leads, pursuit team leaders, offering management, Delivery at first or second line leader level
· Drives solution and/or pursuit realignment to support higher business value, supports pursuit win themes and value propositions, generates Total Cost of Ownership impact, engages and leads vendors and partners to create solutions
· Articulates client business value previously not discovered or identified, integrates into company’s story and solution
· Engages and tasks peers and subject matter experts appropriately, defining vision, desired services and products
Solution-Pursuit Integration
· Leads, coordinates inter-tower solution linkage and optimization. Leverages in-flight and scheduled client and delivery projects and initiatives for enhanced solution efficiency and/or cost advantage
· Identifies opportunities to leverage portfolio, delivery and client strategic directions and investments. Guides integration in solutioning and client value communication
· Review and provide input to financial assumptions, commercial T&Cs and contract definitions
· Drafts and reviews contract adjustments to support solution provisions. Highlights terms and conditions impact of cross-tower solution provisions. Identifies and mitigates business risk
· Analyzes solution, delivery and client requirements to identify transition issues, asset or employee transfer needs. Defines new approaches for transition, enhancing speed, efficiency, accuracy and client satisfaction. Includes integration with client processes and policies, delivery tools deployment, staffing and process startup
· Directs governance activities, negotiates with governance process leaders on deal needs. Drives and leads reviews, including higher-level Delivery review, commercial and executive governance reviews
Client/Customer Relationship
· Builds strong professional relationships with key IT and business executives globally
· Communicates the value of 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 in converged cloud area
· Manages problem resolution and customer satisfaction issues through strong partnering capabilities
· Participates in client negotiations, influences strategies and leads technical contract elements
Account Team Collaboration
· Actively participates with the account team in account and opportunity planning on a global basis
· Understands the roles and effectively directs other teams and resources within HP and partners
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