Responsibilities:

Client/customer relationship.

Builds customer loyalty through being a trusted advisor.

Maintains excellent communications with customers.

Advances opportunities using effective consultative selling techniques.

Partners effectively with others in the account to ensure problem resolution and customer satisfaction.

Opportunity analysis.

Lead presales discussions and - if needed - solicits inputs from other experts as required.

Run comprehensive workshops & demos to drive the customer conversation toward HP technologies and services. Adopt an “ask mindset” to seek for new opportunities.

Gathers and assesses customer technical needs (software, solutions, services).

Identifies potential related needs (lead generation, opportunity expansion).

Identifies site-specific parameters and constraints that impact the solution.

Identifies probable competition and HP’s positioning strengths and weaknesses.

Investigates and optimizes a solution's fit to the requirements of an opportunity.

Solution Planning and design including a solution implementation plan with timelines.

Anticipates some of the potential challenges for the proposed project plan.

Assists peers in area of expertise as needed.

Team collaboration.

Actively supports the account team with solution advice, proposals, presentations, and other customer communications.

Engages appropriate additional technical resources as needed.

Provides support to deals in the pipeline where needed.

Education and Experience Required:

Technical University or Bachelor's degree preferred.

Typically 5-8 years experience in technical selling.

Technical and/or solution experience in industry.

Knowledge and Skills:
Technical/Solution acumen.

Demonstrates strong knowledge and understanding of HP Portfolio, solutions, including HP Services.

Demonstrates strong technical capabilities in assigned area of specialization (if any).

Understands how IT is used to address business needs.

Demonstrated ability to work as a contributing team member for large complex projects.

Has demonstrated hands-on level skills with some of the technology.

Business acumen.

Understands basic financial and accounting concepts.

Understands customer value chain concepts.

Industry acumen.

Understands basic business structures and processes in assigned area of responsibility.

Solution selling.

Demonstrates good questioning techniques and related communications skills.

Strong technical selling skills.

Languages.

Fluency in English is required.

Fluency in Italian and/or Spanish and/or French would be an asset.