Solution Architect (f/m/d)

Solution Architect (f/m/d)Description -Applies advanced subject matter knowledge to solve 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 where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing print production and achieving objectives. May provide mentoring and guidance to sales employees.Executive Summary:Product Expertise: Demonstrate in-depth knowledge of Industrial presses and End-to-End Solutions. Understand the intricacies of our products and their applications.Customer-Centric Approach: Develop a deep understanding of customers' and prospects' needs, challenges, and aspirations. Tailor solutions to their specific requirements, ensuring that they receive a personalized and exceptional experience.Proof of Concept Development: Create a compelling proof of concepts to visually illustrate how our solutions can solve customers' challenges. Utilize your technical expertise to customize demonstrations that address their unique pain points.Sales Process Advancement: Collaborate closely with the sales team to advance opportunities within the sales process. Offer technical insights and support, helping to drive successful sales closures by showcasing the value and benefits of HP's solutions.Trusted Advisor Role: Establish yourself as a trusted advisor to customers and prospects. Build strong relationships and provide ongoing guidance by actively demonstrating our solutions in action and addressing their concerns.Partnership Collaboration: Work in close partnership with solution partners to provide a comprehensive end-to-end solution to customers and prospects. Ensure a seamless integration of various components, offering a holistic and efficient solution.Demos and samples: Apply the 6 P** principle for each and every demo or sample request to ensure the maximum result and best demos or samples are delivered in close collaboration with the account manager and the GEC.Responsibilities: Opportunity AnalysisEngages IT and business management: face-to-face interaction.Understand which offerings best address customer needs and business requirements.Ongoing qualification of solution merits.Identifies service opportunities for HP in the customer's production environment. (VAS/BTS)Ensures solution addresses win themes.Solution Design and DevelopmentProvides solutions to meet client requirements and can adapt to new requirements.Identifies and evaluates value- add alternatives, and solutions to those alternatives.Considers client growth path, client scalability, client IT and Print strategy and business impact.Takes end to end view of solution, ensuring elements within their responsibility deliver against the defined business outcomes, using standard components wherever possible.Ensures solution compliance with HP Industrial's strategic direction.Suggest solution approaches that add client value.Understand the interaction of deal variables (volumes, services, service level agreements, locations, and more) between tower components and implications.Solution LeadershipDirects solution activities and decisions.Influences peers and delivers to reviewers at peer level.Directs consolidation of models,Client/Customer RelationshipBuilds professional relationships with key IT and business executives across the region.Applies consultative selling techniques to advance opportunities.Participates in/supports negotiation of technical contract elements.Account Team CollaborationMay actively participate with the account team in account and opportunity planning across the region.Provides solution advice, and drives proposals, presentations, and other customer communications during pursuit.Leads in the E2E handover process in close coordination with the installation or ramp up managers in the region.Understands the roles and proactively engages other teams and resources within HP and partners.Knowledge and Skills: Technical/SolutionDemonstrates a broad knowledge of technology and solutions, with expertise in area of specialization with the 3 main pillars, General Commercial Printing, Labels & Packaging or Page Wide Printing, or a combination of theseAwareness of Alliance partner offerings and directions, current industry newsApplies broad understanding of technical innovations and trends to solving customer business problemsDemonstrates thought leadership in specialty areaHas in-depth understanding of the product and services portfolio roadmaps of multiple business unitsPreferably a degree in printing technology or at least professional experience in the printing industryA deep understanding of color and color management and standardization, preferably with a degree in Fogra or G7 certification measuresExisting experience in project management is desirableBusinessProposes solutions that creatively address customer value chain and business requirementsPersuasively communicates the value of the solution in terms of financial return and benefits, and impact on customer business goalsUnderstands how to utilize different departments such as marketing and service to meet customer requirementsIs able to analyze customer requirements and requests, find solutions for existing gaps and presents solutions to ensure customer satisfactionIndustryExtensive level of industry acumenWide-ranging knowledge of the entire industry from agency to prepress and printing to finishing is an advantageOngoing DevelopmentParticipates in role-related tools testing.Investigate and evaluate new services and product offeringsDevelops professional profile enhances client-facing skills; reads industry publications; attends vendor seminars and/or trainingJob -SalesSchedule -Full timeShift -No shift premium (Germany)Travel -Relocation -Equal 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