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EMEA Sales Executive BPO At HP

Date Posted: 28/Sep/2013
Deadline: Not Specified


EMEA Sales Executive BPO-1169504



  • Lead deal teams and represents HP to the customer for Outsourcing deals up to more than $500m TCV. Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).
  • Coordinates all deal team efforts with sponsorship of OS Engagement Director.
  • Assists in opportunity qualification and risk assessment.
  • Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
  • Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
  • Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
  • Lead negotiations for large complex global deals.
  • Proactively manages all resource requirements throughout deal pursuit.
  • Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology and process adoption.



  • Is assigned to close one or more complex global accounts with approximate annual revenue $100M.
  • Orchestrates across all Business Units.
  • Has great deal of Business Units and outside Services credibility and knowledge needed to lead the other BU to project goals.
  • Industry knowledge guides HPS strategy.
  • Regularly contributes at the Director level. 



Education and Experience Required:

  • Typically very extensive experience in complex IT service business environment.
  • University or Bachelor's degree; advanced or MBA preferred.
  • Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices.
  • Demonstrate mastery to state-of-the-art technical, functional or business knowledge.
  • Demonstrate managerial and planning skills.
  • Managed successfully at least 3-5 large regional or global managed services or M&A deals.  

Knowledge and Skills Required:


  • Unique and comprehensive industry knowledge in multiple key industry IT domains both internal and external to HP.
  • Capable of working with client to develop their high-level IT strategy and roadmap.
  • Capable of entering into a dialogue about value exchange for pricing innovation where HP is not the low-cost provider.
  • Proactively creating small but significant consulting assignments that shapes RFP's before they are issued reducing risk for clients and increasing probability of success for HP.
  • In-depth knowledge about the customer's business, strategy and challenges.
  • Knows HP's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
  • Builds and maintains the C&I portfolio of business and tracks of value exchange.
  • Considered the industry thought leader that directs industry trends and sets industry standards.
  • Credible board level transformation advisor.
  • Familiarity with program & project management methodologies.
  • Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
  • Highly developed consultative approach, solution selling and business development skills with an ability to consult with CEO's of global companies.
  • Highly developed business development, negotiation skills and ability to influence contract content.
  • Acts as an executives sponsor for more than one project. 




 - Sales

Primary Location

 - United Kingdom-United Kingdom-Bracknell

Other Locations

 - Europe-Middle East-Africa


 - Full-time

Job Type

 - Experienced


 - Day Job


 - Yes, 50 % of the Time

Job Posting

 - Sep 27, 2013


Method of Application

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