Solution Architect
vor 5 Monaten
**Executive Summary**:
- ** 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.
**_ Responsibilities: _**:
- Opportunity Analysis_
- Engages 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 Development_
- Provides 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 Leadership_
- Directs solution activities and decisions.
- Influences peers and delivers to reviewers at peer level.
- Directs consolidation of models,
- Client/Customer Relationship_
- Builds 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 Collaboration_
- May 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/Solution_
- Demonstrates 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 these
- Awareness of Alliance partner offerings and directions, current industry news
- Applies broad understanding of technical innovations and trends to solving customer business problems
- Demonstrates thought leadership in specialty area
- Has in-depth understanding of the product and services portfolio roadmaps of multiple business units
- Preferably a degree in printing technology or at least professional experience in the printing industry
- A deep understanding of color and color management and standardization, preferably with a degree in Fogra or G7 certification measures
- Existing experience in project management is desirable
- Business_
- Proposes solutions that creatively address customer value chain and business requirements
- Persuasively communicates the value of the solution in terms of financial return and benefits, and impact on customer business goals
- Understands how to utilize different departments such as marketing and service to meet customer requirements
- Is able to analyze customer requirements and requests, find solutions for existing gaps and presents solutions to ensure customer satisfaction
- Industry_
- Extensive level of industry acumen
- Wide-ranging knowledge of the entire industry from agency to prepress and printing to finishing is an advantage
- Ongoing Development_
- Participates in role-related tools testing.
- Investigate and evaluate new services and prod
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