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the emea application solutioning organization will be a major contributor to the es growth plans. the goal is to lead it services and to redefine the indsutry. this is a cross vertical role i.application services is a critical es tower to drive revenue growth.e. not linked to a certain technology domain or industry.
i- overview
the hp application soltuion lead creates, shapes and leads the soltuion develpoment, costing and governance of the application services opportunities.the mission of the team is to devleop cost-effective and delivery-optimised application soluitons.
works closely with the sales executives and engagement leads to translate the customer needs into the soltuion
applies deep knowledge of hp application portfolio serivce offeirngs and industry trneds to meet cleint requierments and maximize hp competitive advantage.
engages and collaborates effectively with delivery units (both bestshore and onshore) to ensure successful handover of the soltuion after contract signature.quality, and services provided (standard services vs,
ii-key responsibilities
responsible for all application solutioning elements from qualification through development until signature and hand-over to delivery
builds and leads a virtual team of application smes (portfolio architects) and/or cross bundle architects for developing the soltuion
ensures that the application tower soltuion meets internal and customer criteria in terms of cost.application solution lead
location: spain-madrid
other locations:
hp enterprise services (es) is becoming a leader in managing, and provisioning application services and has set very ambitious growth objectives, operating.the team is distributed across emea in multiple countries and is centrally managed and reports into the global organization of application solutioning.solution and account management
experience in vertical industry preferred but not a must
2 years experience in project/program management
languages: local country language english: spoken and written for sow writing and negotiations with the local customers
knowledge and skills reqiured:
ability to communicate the value of a solution in terms of financial return and impact on customer busniess goals
ability to communicate the value of hp technology in business terms
ability to work collaboratively and actively with the overall bid team (delivery, sales, portfolio, capability and development)
ability to maintain a calm and professional approach when under pressure
leadership and ability to influence
structured thinking
strong communication and presentation skills with it and client
deal governance knowledge
ability to understand customer business problems and apply deep understanding of solutioning topics for solving them
ability to provide thought leadership, and strong impact on hp's business
analyzes and leads the presales direction for the region and/or major accounts
breadth of influence goes across multiple organizations within the business and is sought, and extract maximum value for hp and allaince parnters
develop solution cost and/or prcie
asisst en el development of a pricing strategy that provides value to the client and hp
apply knowledge of business and/or techincal solutions and offerings to :
- appropirately cost or prcie the desgined solution alnog with service leevl mgt optoins
- utiilze approrpiate forawrd facotrs in solution cost and/or prcie
- obatin apporval for cutsom cost whree required
- estmiate business and technical solution / life-cylce cotss
- utiilze cost inforamtion to assist in deterimning approrpiate marigns
- use the approrpiate cost and/or price moedls, and industry trends to :
- devleop solutions meeitng client and hp's requirements
- levreage alliance partners ealry en el solution development proecss
- develop and recommend solution alterantives
- conudct solution peer reviews
- guide subject matter experts to ensure client requirements are met
- document technical and/or business risks
collaborate with delivery organizations (best shore centres and practices) for a deliverable solution that meets client requirements and provides a competitive advantage for hp and the client
optimizes the solution to maximize hp competitive advantages
provide solutioning leadership and apply hp endorsed solution architectures to address the client's needs
understand how offerings complement each other in order to create a winning value proposition, win rates
develop innovative business solutions
produce solution deliverables within agreed timeframes of the deal
maintain and build an in-depth and current knowledge of hp's service offerings, non-standard services)
responsible for solution governance to get the necessary hp approvals
iii-detailed responsibilities
lead the development of business and/or technical solutions for clients
assist in deal qualification by leveraging knowledge of market, products, or regionally agreed document, industry and technology trends
work with customer it and sales to develop an accurate understanding of business needs
identify probable competition and evaluates relative hp strengths
lead a team of portfolio architects (application or other smes) to deliver the application tower solution
apply knowledge of hp' service offerings, and then as an input into the ttac with delivery
- prepare and participate en el storyboard sessions when required
- participate en el swl (strategy win lab) sessions when required
- lead the governance reviews
handover the solution (including transition and transformation projects) to the delivery transition team after contract signature
gain the trust and confidence of senior management to create and maintain high-quality relationships within a client organization
confer with industry thought leaders/internal subject matter experts
objectives / metrics
deal conversion ratio, as a basis for peer reviews, templates and tools as specified regionally and / or en el solution development process
- document the cost and/or price assumptions and risks
assist hp opportunity consultants and delivery en el understanding of the cost and/or price of the solution
obtain delivery approval for the solution and cost
articulate solution and hp capability internally and externally
describe the business and/or technical solution to delivery and the client :
- document the solution in solution blueprint, products and alliance partners' products and strategies
maintain an awareness of the strategy and direction of service offerings
iv- scope and impact of the role:
contributions have major impact across hp regions and bu's, technology, innovation and proof of capability of potential solutions en el pre-qualification stage, valued and used
education and experience required:
technical university degree or bachelor's degree; masters degree preferred
typically 5 years experience en el it industry
5 years experience in application service delivery, meet partner needs.
the application solution lead will play a pivotal role to shape, pursue and win regional and global mega deals working along the hp top sales executives.

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