Engagement Lead

HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.



 

Business Environment and Job Description

 

As a leading developer of imaging and printing technology and a world-class provider of IT infrastructure support, HP is well equipped to help customers implement proven output solutions. As the print and copy environment becomes more complex and evolves further toward multifunction and color products, customers are looking for ways to migrate to these products while reducing costs and complexity and boosting productivity at the same time. HP Printing and Imaging Services help customers consolidate and optimize their imaging and printing infrastructure into a productive and cost-effective operation that has the agility to meet business requirements.

 

For customers who want to streamline their operations and improve the management of their IT environments, HP offers Managed Print Services– a strategic outsourcing approach that enables clients to transfer ownership of hardcopy assets and service/support responsibility for their hardcopy environment to HP. Financed through HP Financial Services, customers pay one predictable monthly fee for access to the most current hardcopy technology, reliable supplies management, dependable support services, and responsive account management.

 

HP Services Imaging & Printing Services (IPGS) delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions. And that's how we lead the Managed Print revolution.

 

The impact of Managed Print is transforming our customers' business, transforming the experience of their customers, transforming our customers' value, enabling us to become catalysts in creating processes, redefining industry structures and changing the markets in which we operate.

 


 

Job Description

 

The Engagement Manager leads the engagement process for large, complex, Managed Print Services (MPS) projects. Manages and leads the pursuit team until contract is signed. For large, complex business environments, analyzes needs and directs the solution design team members to ensure competitive advantage and

fulfillment of customer business needs. Conducts negotiations at high level of the customer organization, on complex outsourcing issues like asset acquisition, human resource transfer and financial topics. Manages engagement plan development and proposal-writing process; negotiates proposal/contract and attains commitment and action from customer's executive management organization. Develops business strategies that meet market needs and deliver competitive advantage. Responsible for establishing pricing that meets both the customer and HP's objectives.

 

Responsibilities:

o Drives the deal to closure.

o Transforms the pursue process into business value for the customer.

o Formulates a commercially viable business case, guides the proposal, and drives the deal to closing.

o As the ultimate owner of all the deal pursuit processes, assembles and leads a diverse, multi-disciplinary team through all the steps of customer engagement roadmap.

o Guides the development of solutions within the structure of a coherent business case and leads the presentation of the business case to the customer.

o Presents action plans to senior management and secures, coordinates the development of business strategies, and aligns HP corporate interests with resource expenditures in pursuit of highly profitable MPS deals.

o Working closely with the account team, leads the MPS deal team in interactions with the highest-level customer executives and manages relationships with the customer's corporate officers.

o Transfers leadership of the MPS deal to the Global Delivery Organization and the Contract Services Manager upon contract signing







 

Qualifications

 

More than 10 years experience in the IT outsourcing business plus degree in Computer Science, Information Technology, Business Administration or Electronic Engineering (or equivalent combination of education and experience)

Master's (graduate) degree in Business Administration (MBA) preferred

More than 7 years experience structuring and managing large and complex (>$10M) customer engagements

Expertise in selling and closing large and complex deals

Extensive industry knowledge

Broad technology knowledge (Imaging & printing, document management, UNIX, NT, Networking, Open Systems, Internet, Data Warehousing, etc..) Outstanding communication and negotiation skills across all levels of management (customer and in-house) Ability to work effectively in diverse, multi-cultural environments Ability to cope with peak workloads, short deadlines, and significant pressure Experience developing new account opportunities including deal analysis and structuring Experience in field business development, sales or customer management Acknowledged leadership and motivational skills in large, multi-disciplinary teams Experience with project management principals and tools (including assessment management, pricing, project management systems, and communication) Driver's license and willingness to travel (>40%)