MCS Pursuit Practice Lead

MCS Pursuit Practice LeadDescription -This role is open to candidates near an HP office in the US - CST or EST time zones, France, UK, or Germany.Job Summary:A key role in the pursuit practice who will drive and innovate best practices for our Managed Collaboration Services (MCS) practice and Community across all markets. Community & SME– Establish effective, engaged and contributing community.Animate the MCS practice communities across all Markets+T1.Create collaborative MCS Practice with Market SMEs: Document and drive communities, ensure all Master Roles contribute (and are measured to contribute) in their SME area.Foster a sense of community, encouraging support, exchange, and cross-fertilization.Engage with existing Community Forums: Personal Systems (PS) SA community call and Managed Print Services (MPS) SA affinity forum community calls.Strategic Initiatives:  Support and drive support in SA/Engagement Lead communities on strategic initiatives.A Practice That Practices:Practice (Not preach): Work closely with Pursuit Incubation teams to apply MCS practice support real deal strategy and planning (Incl. VAS)Do Deals! Identify Co-Leads in Markets for potential job rotation possibilities ensuring a practice (large strategic deals) that both practices and has fresh ideas.Services Integration Roadmap:Balance and ensure agile Roadmap for MCS (where possible integration of capabilities x-services)Talent & Training:Skills assessment & Job description/s (CMO/FMO) in partnership with MarketsTraining: Establish, enhance, and curate role-based curriculum and induction plansImmediate plan (with Markets/ Community) for x-training of MCS to PS/MPS communitiesAdvocate:Represent the community to the management, providing feedback on process efficiency, competitive landscape, perceived trends, change management, etc.Represent the community to other practice leaders.Knowledge Management (KM): Work with KM practice to ensure all material needed for MCS practice communities are easily to hand.Support process and sme community for curation and contribution to KMInsist on results/ tools and processes that enhance Market Pursuit and Sales ability to do the job!Process and Best Practices: Develop best practices for the role (identify, validate, communicate & maintain including):Contribute to Playbook & process ownership for MCS: Foster alignment of all Markets+T1 on processes, best practices, reporting. Tools: Become a master of CMO and FMO (need) tools landscape – shape the need with Enablement practice. Support Early Engagement: Confident opinion and consultative sales. Supporting Differentiated Competitive Sales Plan: Support VAS workshops with SME community and Support initiatives to improve Value selling. Qualification:  Support the EL/SA in pursuits to Define and Implement Great Qualification approach that adds value to Services Selling – Integrated, Intuitive, easy, clear. Customer Facing Excellence: Quality Orals, Quality written Output (working with BM and C3 Practices) Contribute to Business Case and P2W Practice improvements: Support the practice. Risk Management: Risks as a Competitive advantage. Negotiation skills: Work with sales to own negotiation and apply best practices in negotiation (Possible sub-community with legal), seek management support early. RACI alignment across markets – Document and Agree Comms: Understand and ensure all groups that impact EL/ SA route comms and ensure x-practice alignment and x-functional alignment and simple comms approach. Knowledge and Skills:Knowledge of full Managed Services portfolio with mastery in Collaboration solutions (hardware, services, software solutions including security and cloud offerings)Typically, 7+ years in Service business environmentExperience in the MCS practice area including supporting IT services Pursuits, team leadership and consultative, collaborative problem-solving.Strong project management skills Strong services sales skills with successful track record Understanding of competitive MS offerings; capability to present MCS value proposition impactfully to internal and external teams.Mastery of HP internal pursuit processesUnderstanding of MS sales and delivery processesKnowledge of MS contracts and approval of exception itemsExperience of working with multi-national or Global Accounts Demonstrable Financial Acumen: Including P&L, TCO and cost scrubbing knowledge. Fluent communication in English (spoken and written) and, ideally one other European language.Excellent communicator with the ability to communicate effectively with management, customers, and peers.Complexity:HighJob -SalesSchedule -Full timeShift -No shift premium (United States of America)Travel -25%Relocation -Not SpecifiedEqual Opportunity Employer (EEO) - HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement