Careers Nigeria: Vacancy at HP for BCS Pre-Sales Technical Consultant 2011

BCS PRE-SALES TECHNICAL CONSULTANT
NIGERIA- 571550

DESCRIPTION
•Gathers and assesses customer needs, both business and technical;
•Identifies related needs (lead generation, opportunity expansion)
•Identifies site-specific and corporate parameters and constraints that impact the solution
•Identifies required project steps
•Identifies likely problem areas that require attention
•Identifies probable competition and product roll-out data/training needs and evaluates relative HP strengths
•Architects an appropriate technical solution to meet the customer’s business requirements
•Investigates and optimizes a solution’s fit to the requirements of an opportunity, both current and future
•Adapts solution design to new requirements
•Establishes the validity of a solution and its components
•Identifies the growth path and scalability options of a solution and includes these in design activities
•Generates an implementation plan with timelines for the solution
•Creates the appropriate test plan as required
•Anticipates some of the potential challenges for the proposed project plan
•Anticipates and plans for competitive threats
•Actively identifies opportunities to assist peers Regionally in area of expertise (BCS)
•Maintains excellent communications with customer executive management across the Region
•Represents HP as technical expert with customers; shares knowledge in area of expertise and links to related technology areas
•Advances opportunities through the use of effective consultative selling techniques
•Builds customer loyalty through being a trusted advisor
•Partners effectively with others in the account to ensure problem resolution and customer satisfaction
•Communicates and articulates the details of their component roles in a proposed customer solution
•Actively supports the account team with solution advice, proposals, presentations, and other customer communications
•Analyzes and provides support to deals in the pipeline where needed
•Transfers knowledge to Presales peers via mentoring and contributing participation in peer education programs
•Understands the roles and affectively engages other teams and resources within HP and partners
•Identifies overlooked opportunities suggested by technical expertise
•Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
•Contributions have major impact across an HP Region and some BU’s, and solid impact on Regional HP business
•Analyzes and contributes to the presales direction for the Region or some areas of a BU
•Breadth of influence goes across multiple organizations within the Business and is sought, valued and used
Qualifications

Education And Experience Required:

•Technical University or Bachelor’s degree
•Typically 8 years experience in technical consultative selling and account management
•Technical and/or solution experience in appropriate industry
•Experience in vertical industry preferred

Knowledge And Skills Required:

•Demonstrates a broad knowledge of HP’s technology & solutions, with deep expertise in area of specialization and related technologies
•Knowledgeable in competitive solutions knowledge.
•Links HP solutions with data business center needs to create customer business value
•Applies broad understanding of technical innovations & trends to solving customer business problems
•Applies productivity-enhancing tools and processes
•Solid credibility with HP’s business units and account teams based on history of solid results and contributions
•Establishes thought leadership in technical specialty area with customers
•Demonstrated ability to work as the lead for large complex projects
•Has a high level understanding of the HP product roadmaps for multiple BU’s, and deep knowledge in area of specialization
•Has demonstrated extensive hands-on level skills with some of the technology
•Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers
•Creates solutions that creatively address customer value chain and business requirements
•Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
•Appropriately tailors communications to varying levels of customer management
•Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
•Demonstrates strong communications skills with executive managers, as well as some C-level executives
•Leverages strong understanding of the competition – both positioning strategy and technology – to create competitive advantage for HP

Critical Competencies To Drive Business Results:

Deal Prospecting And Shaping
In alignment with account teams, searches for opportunities in named accounts and shapes the customer’s solution vision

Technical Qualification
Applies technical/solution knowledge to qualify opportunities and identify requirements

Solution Design
Develops solutions that meet customer requirements, ensure seamless deployment, and advance the sale

Knowledge Transfer
Leverages technical sales experience and information resources to educate sales teams, peers, and customers

Account Planning Support
Supports the development of account plans that articulate the strategies essential for focusing sales activities, forecasting accurately, and communicating sales progress

Hp Businesses & Offers
Represents HP knowledgeably, based on a solid understanding of HP’s business direction, offers, and capabilities

Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration

JOB – Sales
PRIMARY LOCATION – Nigeria-Lagos
SCHEDULE – Full-time
JOB TYPE – Experienced
SHIFT – Day Job
TRAVEl – Yes, 25% of the time

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Latest Graduate Job: Hewlett-Packard (HP)-Sales Specialist V

Hewlett-Packard (HP) is the largest technology solutions provider in Europe, Middle East and Africa (EMEA) and worldwide. HP is recruiting for Sales Specialist V in Nigeria.

Sales Specialist V, ESS SW-464184

Description

* Develops long term sales pipeline to increase HP’s market share in specialized area.
* Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
* Provide support to the Account managers. Set direction for business development and solution replication.
* Creates and grows reference customers
* Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
* Services specialists may also be responsible for selling small outsourcing deals.
* For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.
* Establish a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
* Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
* Contribute to enduring executive relationships that establish HP’ consultative professionalism and promote its total solution capabilities
* Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
* Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Scope and Impact

* Works on a smaller number of accounts of greater strategic (long term) value to HP.
* Significant percentage of time spent directly with customer interfaces with all levels.
* Minimal direct time with customer’s technical buyers.
* Typically assigned higher than average quota.

Qualifications

Education and Experience Required:

* University or Bachelor’s degree; Advanced University or MBA preferred.
* Directly related previous work experience.
* Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
* Prior selling experience includes multiple, diverse set of selling responsibilities.
* Viewed as expert in given field by company and customer.
* Considered a mentor of selling strategy, including designing strategy.
* Typically 12+ years of related sales experience.
* Project management skills required.
* 3-5 years’ experience in the desired specialty.

Knowledge and Skills Required:

* Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions.
* Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
* Uses expertise in specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
* In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
* Considerable knowledge of the customer’s infrastructure and architecture.
* Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals
* Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements.
* Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
* Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
* Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
* Excellent project oversight skills.
* Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
* Utilizes Siebel as an expert and accurately forecasts business.
* Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
* Understand and sells high value software solutions.
* Demonstrates the ability to leverage HP’s portfolio of products and services to change the playing field against our competition.
* Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
* Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

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

How to Apply

For more details and how to apply, visit HP website. Click on ‘Search Job in HP’. Enter the reference ‘job number’ 409638 and click search.

Click here and apply online.

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New Job Vacancy at HP

ENT ACCT MANAGER IV, SYSTEMS-462473


DESCRIPTION

Client/Account Relationship
Builds strong professional working C-level relatiAonships with the client. Establishes a high level of personal credibility with key client executives.
Leverages executive sponsors and other HP resources to strengthen HPs relationship and credibility with client influencers and decision makers.
Researches and understands the client's industry. Deeply understands client business strategies and challenges.
Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle. Advances opportunities that result in profitable revenue growth for HP.
Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors.
Leverages existing engagements and run-rate business to seed and grow new opportunities.
Advocates for client needs during sales cycle and in addressing any delivery issues.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.
Business Management
Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HPs presence and share in the account over a 1-3 year time horizon.
Actively drives ABP results through effective account management and reviews.
Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close. Manages a balanced pipeline representing all of the businesses being pursued.
Engages in the Relationship Assessment Program (RAP) where possible. Implements TCE initiatives that improve the customer loyalty index.
Identifies, nurtures, and closes new solution opportunities that result in substantial growth in HP share, revenues, and margin. Represents the entire HP portfolio of products and services.
Facilitates/engages with Solution Opportunity Approval & Review process (SOAR)
Proactively protects HP's position and claims HP leadership positions in strategic and emerging solution areas.
Engages partners effectively to improve win rates and delivery of selected deals.
Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques
Participates in/drives account Team Management
Orchestrates all HP resources and sponsorship essential for executing the account business plan.
Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for HP.
Engages HP sales specialists, channel and alliance partners to fully leverage HPs portfolio. Proactively engages partners to define and pursue joint growth opportunities with the account.
Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
Drives the account internationally/Globally


SCOPE AND IMPACT
Typically manages 1 to many accounts
Typically qualifies and closes large deals of moderate to high complexity and cross-GBU scope.
Works with all levels of decision-makers in the client organization
Participates in account investment decisions in pricing and resources.


QUALIFICATIONS
EDUCATION AND EXPERIENCE REQUIRED:
University or Bachelor's Degree; advanced degree or MBA desired
Experience in IT industry
Experience in vertical industry preferred
Typically 8-12 years account management experience
Knowledge and Skills Required:
Account/Business Development
Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions.
Builds strong CXO level relationships, especially working with executives in lines of business.
Negotiates at the CXO level.
Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions
Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
Submits timely and accurate forecasts and continually coaches team to do same.
Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.
Demonstrates strong presentation and communication skills at the executive level.
Manages end-to-end sales processes in large deals
Adheres to SBC and HP's code of ethics
Industry Acumen
Deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues
Keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions
Portfolio Knowledge
Strong knowledge of HP's breadth of solutions and engages specialist resources as needed.
Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.
Specialty Knowledge
Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.
Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
Demonstrates a successful ability to leverage Hp's portfolio of products and services to change the playing field against our competition.
Expert in the sale of IT services and outsourcing


JOB - SALES
PRIMARY LOCATION - NIGERIA-LAGOS
SCHEDULE - FULL-TIME
JOB TYPE - EXPERIENCED
SHIFT - DAY JOB
TRAVEL - YES, 75% OF THE TIME


SEARCH AND APPLY
WEBSITE: https://hp.taleo.net/careersection/2/jobsearch.ftl
SEARCH LOCATION: NIGERIA

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Exciting Job Openings at HP

PARTNER SLS REP IV (PS/CP)-467131


DESCRIPTION
Responsible for selling company, systems and services through indirect sales channels such as: Value Added Reseller (VAR), Original equipment Manufacturer (OEM), System Integrators, Distributors, Dealers,
Alliances, Partners, Aggregators, Mass Merchandisers, or Retail. Represents the company to the Reseller/Channel and the Reseller/Channel to the company in all sales oriented
activities, including marketing, advertising, sales, promotions, training, etc.
This responsibility will be accomplished by establishing a professional working relationship (up to the executive level) with the client, and by developing a core understanding
of the unique business needs of the client within their area of specialty. This family of jobs will tailor strategy and solutions to meet the needs of the customer and interface
with both internal and external/industry experts to anticipate customer needs and facilitate solution development.
Applies advanced subject matter knowledge to complex business issues, and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. May provide mentoring and guidance to lower level employees. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients.


QUALIFICATIONS
CRITICAL COMPETENCIES TO DRIVE BUSINESS RESULTS:
Partner Business Planning
Collaborates closely with partners to develop robust business plans that optimally position HP offers in existing accounts, identify new pursuit opportunities, and contribute to accurate forecasts for Solutions Partners Organization (SPO)
BU Initiative Development
Develops and drives Business Unit go-to-market strategies with partners to ensure optimum fit with partner's capabilities, solid Return on Investment (ROI) on marketing investments, and mutually beneficial wins
Partner Opportunity Qualification
Assesses solution feasibility from a technical and business perspective to assist partner in determining "qualify-in"/"qualify-out" status
Solution Planning/Formulation
Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
Partner Education/Knowledge Transfer
Educates partners in area of specialization to increase their technical appreciation of product/service/solution benefits and requirements
SPO Organization & Indirect Sales Operations
Understands what the SPO organization is about, how it functions, and the key initiatives supporting partners & effective partnering
SPO Systems/Tools/Methods
Applies SPO planning & productivity tools/processes to manage work
Partner Business Intelligence
Accesses and uses partner information to effectively align the business interests of HP and the partner
Partner Satisfaction
Cultivates and maintains positive relationships with partner to ensure retention and growth of business relationship, and position HP as the preferred partner for meeting the full range of customer's business needs
Influencing
Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority
Priority Setting/Time Management
Demonstrates time management sensibilities when scheduling, allocating and prioritizing commitments
Conflict Management
Harnesses conflict creatively as an opportunity to better understand and/or improve a situation or relationship, and effectively resolves outstanding issues


JOB - SALES
PRIMARY LOCATION - KENYA-NAIROBI
OTHER LOCATIONS - UNITED ARAB EMIRATES-DUBAI, NIGERIA-LAGOS
SCHEDULE - FULL-TIME
JOB TYPE - EXPERIENCED
SHIFT - DAY JOB
TRAVEL - YES, 75% OF THE TIME


SEARCH AND APPLY
WEBSITE: https://hp.taleo.net/careersection/2/jobsearch.ftl
SEARCH LOCATION: NIGERIA

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