HP 3D Application Specialist in Sant Cugat del Valle, Spain
3D Application Specialist
Responsible for solution development, competitive costing, commercial proposition integration and business case alignment of Enterprise Services solutions supporting client business, applications and/or information technology environments. Solution scope includes ongoing delivery of services, services startup and transition, initial people, technology and process transformation as well as ongoing refresh, meeting client's specifications, strategic direction, technology context, and business needs. Confidently articulates all aspects of solution and persuasively communicates value to the client. Influences client evaluation criteria and decision making. Works individually, in teams or as leader, to determine customer requirements in complex and often ambiguous outsourced environments. Interacts effectively with team, pursuit leaders, internal governance and business leadership to advance sales efforts.
Engages client’s IT and business staff and management
Identifies client’s business and technical requirements
Understands which offerings best address customer needs
Identifies probable competition, evaluates relative strengths
Be informed about client budget, pricing, and allowable costs of solution
Solution Design and Development:
Provides solutions to meet client requirements, is able to adapt to new requirements and optimize solutions
Validates standard solutions, services and products early in the planning cycle
Considers client growth path, client scalability of elements of solution
Creates solution using standard elements and minor customization to meet defined requirements. Solutions meet scope and service level agreement objectives
Ensures that any solution elements within their scope contribute to an innovative value proposition. Is creative and adapts to customer needs rather than providing "boiler plate" responses
Defines any risks associated with their solution element. Understands the impact on other solution elements, defines and documents mitigation strategies
Ensures optimal costs within their scope of responsibility on each deal, using standard tools and thorough review with Delivery. Captures and highlights risks and any associated costs
Documents how the solution achieves required cost savings
Creates detailed cost model, assumptions and service description for one tower component and contributes to client-facing documentation.
Participates in due diligence activities and integrates results of findings into solution and cost (pre and post contract).
Is deliverables focused with appreciation of time sensitivity
Interprets and executes solution direction
Influences subordinates and peers
Defines consistent volumes, constraints, assumptions, drivers, “seams” for use by peers, subject matter experts.
Allocates solution responsibility to peers, subject matter experts, guided by offering or tower sub-component definitions
Sets expectations regarding peer and subject matter expert deliverables, timeframes, etc.
Supports consolidation of models, assumptions by financial analysts, writers and others
Communicates inter-tower dependencies, volume overlaps, allowable costs per tower, staff sharing, and more.
Assesses solution, delivery and client needs to identify integration points.
Clearly defines all risks through governance process and works to mitigate
Provides requested inputs for contract items
Transition solutions meet client timeline, asset handling and risk parameters. Applies service start-up and delivery organizations’ guidelines
Conducts component peer reviews, supports higher-level Delivery and commercial governance reviews
Builds strong professional relationships with key IT and business executives
Applies consultative selling techniques to advance opportunities
Builds customer loyalty through being a trusted advisor
Partners effectively with others in the account to ensure problem resolution and customer satisfaction
Effectively communicates and articulates the details of their solution functions in a proposed customer solution
Account Team Collaboration:
Actively supports the account team with solution advice, proposals, presentations, and other customer communications
Transfers knowledge to account team
Understands the roles and effectively engages other teams and resources within the company and partners
Applies technical skills to identify overlooked opportunities within the account
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
Education and Experience :
Technical university or Bachelor preferred or equivalent experience
5-8 years experience in technical selling and/or consultative selling
Technical and/or solution experience in IT industry
Experience in vertical industry preferred
2-5 years experience in project/program management
Preferred technical certifications or relevant experience
Knowledge and Skills :
Demonstrates solid knowledge of outsourcing services, breadth of solutions
Good awareness of portfolio offerings, standards
Demonstrates current understanding of technical innovations and trends and their impact on solving customer business problems
Demonstrates ability to work as a contributing team member for large complex projects
Has a high level understanding of the portfolio roadmaps of multiple business units
Understands and applies basic financial and accounting concepts and applies them appropriately in positioning proposed solutions
Applies understanding of the customer’s value chain and business requirements when designing and proposing solutions
Communicates the value of the solution in terms of financial return and benefits, impact on customer business goals
Solid level of industry acumen; keeps current with trends and able to converse with client on requirements, solution, issues and challenges
Development through continuous learning, peer group interactions
Fulfils required training
No shift premium (Spain)
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