Enterprise Services Sales Specialist (Nigeria)-520876
Description
Works closely with the pursuit team and account team to understand the scope of the global engagement and contract in order to provide requisite analysis/information and recommendations to the pursuit and account teams.
Once the deal is signed, work closely with the transition manager to ensure the metrics are right; financial metrics, tax and accounting processes are developed and implemented globally.
Lead the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
Lead deal teams and represents HP to the customer for Outsourcing deals up to
Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).
Coordinates all deal team efforts with sponsorship of OS Engagement Director.
Assists in opportunity qualification and risk assessment.
Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
Impact/Scope
Large country or region
Assess and quantify risk for major, high-stakes projects and programs.
Make decisions on program staffing resource planning.
Is assigned to close one or more accounts with approximate annual revenue $50-100M
Frequently represents the organization to other businesses within the company and to external customers/clients.
Acts as subject matter expert providing direction and guidance to process improvements and establishing policies.
Frequently contributes to the development of new ideas and methods.
Qualifications
Education and Experience Required:
Typically 9+ years directly related experience in Outsourcing and/typically 12+ years in complex IT service business environment.
University or Bachelor's degree; advanced University degree preferable.
Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.
Demonstrate knowledge of at least one solution type (desktop, client/server, data center, Internet, etc.)
Strong understanding of global Finance or HR negotiation and contracting issues and regulations.
Knowledge and Skills Required:
High level of vertical industry knowledge in multiple key industry IT domains.
Able to negotiate deals where HP is not the low-cost provider.
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.
In depth understanding and knowledge of Management of Change issues.
Business and customer oriented team player with ability to form alliances across global boundaries.
Proven program management skills and able to demonstrate leadership capabilities.
Strong influencing and communication skills at a CIO level. Must be fluent in English.
Ability to cope with very high peak workloads, extensive travel and periods away from home, short deadlines and significant pressure.
Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP
Opportunity Qualification, Development and Closing
Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal HP buy-in, and wins the deal
Knowledge Transfer
Establishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer base
Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy
Customer Relationship Management
Demonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's account presence
Margin Management Support
Supports maintenance of the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
Job - Sales
Primary Location - Nigeria-Lagos
Other Locations - Kenya-Nairobi
Schedule - Full-time
Job Type - Experienced
Shift - Day Job
Travel - Yes, 50% of the time
Apply HERE
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