Solution Architect - PS

Responsibilities:

Opportunity Analysis:

• Engages IT and business management: face-to-face interaction.
• Understands which offerings best address customer needs and business requirements.
• Ongoing qualification of solution merits.
• Identifies service opportunities for HP in customers' enterprise information technology.
• Ensures solution addresses win themes.

Solution Design and Development:

• Provides solutions to meet client requirements and can adapt to new requirements.
• Identifies and evaluates value- adds alternatives and solutions to those alternatives.
• Optimizes solutions plus broader customer IT strategy.
• Considers client growth path, client scalability, client IT strategy, and business impact.
• Takes end-to-end view of the solution, ensuring elements within their responsibility deliver against the defined business outcomes, using standard components wherever possible.
• Ensures solution compliance with HP's strategic direction.
• Suggests solution approaches that add client value.
• Works with financial analysts to validate results versus applicable criteria.
• Captures and highlights risks and any associated costs.
• Models multiple offerings/components of own tower.
• Understands the interaction of deal variables (volumes, services, service level agreements, locations, and more) between tower components.
• Delivers and owns, accurate financial models that are logically structured and reflect the technical solution.

Solution Leadership:

• Directs solution activities, and decisions.
• Influences peers, Delivery reviewers at the peer level.
• Leads service element integration within the tower, tower sub-component volume tradeoffs, and interconnects between tower services.
• Directs consolidation of models, and assumptions by financial analysts, writers, and others.

Solution-Pursuit Integration:

• Anticipates, communicates, and solutions to optimize inter-tower dependencies, overlaps, staff sharing, and more.
• Effectively integrates client process adoption and delivery startup needs.
• Clearly defines all risks through the governance process and works to mitigate them.
• Highlights where non-standard tower provisions impact contract (Statements of Work, Service
• Level Agreements, billing, client obligations, etc.).
• Develops transition solutions including asset and/or employee transfer, analysis of current asset re-deployment, and appropriate account start-up planning activities.
• Includes integration with client processes and policies.
• Provides for delivery tools deployment, staffing, and process startup.
• Conducts and/or coordinates solution, tower peer reviews, and participates in higher-level Delivery and commercial governance reviews.

Client/Customer Relationship:

• Builds professional relationships with key IT and business executives across the region.
• Understands and addresses CxO issues.
• Applies consultative selling techniques to advance opportunities.
• Participates in/supports negotiation of technical contract elements.

Account Team Collaboration:

• May actively participate with the account team in account and opportunity planning across the region.
• Provides solution advice, and drives proposals, presentations, and other customer communications during the pursuit.
• Understands the roles and proactively engages other teams and resources within HP and partners.

Education and Experience Required:

• Technical university or Bachelor preferred or equivalent experience.
• 8-12 years experience in solution selling and/or consultative selling.
• 5-7 years experience in project/program management.

Knowledge and Skills:

Technical/Solution:

• Demonstrates a broad knowledge of outsourcing services and solutions, with expertise in area of specialization.
• Awareness of Alliance partner offerings and directions, current industry news.
• Applies a broad understanding of technical innovations and trends to solving customer business problems.
• Demonstrates thought leadership in a specialty area.
• Demonstrates ability to work as the lead for components of large complex projects.
• Has an in-depth understanding of the product and services portfolio roadmaps of multiple business units.

Business:

• Leverages financial and accounting concepts in demonstrating the business value of proposed solutions to customers.
• Proposes solutions that creatively address customer value chain and business requirements.
• Persuasively communicates the value of the solution in terms of financial return and benefits, and impact on customer business goals.

Industry:

• Extensive level of industry acumen.

Ongoing Development:

• Participates in role-related tools testing.
• Investigates and evaluate new services and product offerings.
• Develops professional profile: enhances client-facing skills; reads industry publications; attends vendor seminars and/or training.