Solution Architect

Solution ArchitectDescription -Part of Global Services and Solutions organization, the EMEA Services Pursuit Center has the charter to support MPS and MDS Global Business from a presales perspective. Services Architects are on the lead of those opportunities.The Services Architect is supporting large and complex services opportunities with cross market and worldwide scope. This involves critical responsibilities like assembly of the deal team resources and utilization, interface between Sales/Pursuit/Delivery/Functions, support of critical bid execution phases, monitoring of the bid process execution and compliance.Job specifics/responsibilities:Create awareness of Managed Print/Device Services offerings.Assess customer’s business and technical needs and challenges related to their printing environment. Articulate Value proposition and identify additional grow area (upsell, opportunity expansion).Develop Services & Solutions scope and design using HPI portfolio components, third party components, delivery requirements validation and offer negotiation.Architects an appropriate end-to-end solution to meet the customer's business and technical requirements while remaining price competitive. Adapts solution design to evolving requirements until closing phase.Document deal assumptions, costing, pricing, risk plan, proposal, customer presentation and contractual documents.Coordinate cross-HP functions to ensure execution of Solutions initiatives within targeted accounts.Coordinate execution to meet Sales team Turn-around-Time and win rate to secure Engagement’s success.Advances opportunities using effective consultative selling techniques and builds customer loyalty acting as a trusted advisor.Maintains excellent communications with customer’s executive management and actively drives deal closing.Key deliverables/accountabilities:Achieving the team’s Total Contract Value and Margin TargetsCustomer satisfactionAchieving yearly personal goals and personal project goals as part of the FPR processDelivering the job/assignment that is assigned to him/her from the hiring manager and the identified team leaderWork and document the work according to the compliant organizational standardsEducation (degree) and professional experience required:Bachelor/MasterTypically 5+ years experience in technical selling and/or consultative selling.Experience in industry desired.Experience in virtual team environmentOther requirements:Fluent English.Other EMEA languages knowledge would be an asset.Excellent soft skills and ability to appropriately tailor and deliver communication to varying levels of customer management. Ability to present, articulate and argue HPI’s value proposition with focus on financial return on investment and impact on customer business goals is key.Ability to lead large complex projects which span over multiple markets involving multiple stakeholders.Excellent understanding of HPI’s portfolio of products and services as well as internal stakeholders and processes.Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives.Works on problems of diverse complexity and scope.May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.Exercises independent judgment within generally defined policies and practices to identify and select a solution.Ability to handle most unique situations.May seek advice in order to make decisions on complex business issues.Personal skills and qualities:Strong communication skillsPositive can-do attitudeCustomer centric approachOut of the box thinking – able to find solutionsStrong communication and influencing skillsExcellent teamwork skills Able to apply tools and technology to produce resultsAble to understand global business processes and identify impact of changeTechnical skills (procedures and documents the employee has to be acquainted with):MS OfficeReporting tool /Data managementWhat do we offer:Additional medical insuranceLife insuranceAdditional days paid leaveFood vouchersWellness program (incl. Multisport cards)Work-life balance support including work from home opportunitiesWe’re looking for visionaries who are ready to make an impact on the way the world works. At HP, the future’s yours to create!This is to inform you that HP Inc. Bulgaria EOOD (“HP”) is personal data controller. Some of the information that you provide voluntarily is personal data and falls under the protection regime under the General Data Protection Regulation and the Bulgarian Personal Data Protection Act. The personal data provided by you will be processed for the purposes of the selection process as well as in respect of any future contract of employment between you and HP. HP takes the responsibility to handle, use and store your personal data, ensuring its protection and confidentiality.Job -SalesSchedule -Full timeShift -Standard Shift (Bulgaria)Travel -25%Relocation -NoEEO Tagline - HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.