Mcs Pursuit Practice Lead

hace 2 semanas

Barcelona, Barcelona, España Hewlett Packard A tiempo completo

Global Services and Solutions is the driving force behind our services business and, with unique capabilities across Personal Systems/Print/MCS we have perennially achieved double digit growth in a highly competitive environment and are a strategic growth area HP and we, as a team have very ambitious growth objectives.

The pursuit excellence is an organisation that Practices - not just Preaches. Our role is to farm & drive proven value add pursuit best practices into our services business globally. As Individuals, as a Team and as an Organisation, we shape, qualify, support and close Services Opportunities.

Description

  • A key role in the pursuit practice who will drive and innovate best practices for our MCS practice and Community across all markets.


 Community & SME
  • Work with the EL practice lead to Establish effective, engaged and contributing community.
  • Animate the MCS practice communities across all Markets+T
  • Create collaborative MCS Practice with Market SMEs: Document and drive communities, ensure all Master Roles contribute (and are measured to contribute) in their SME area.
  • Foster a sense of community, encouraging support, exchange, and crossfertilization.
- engage with existing Community Forums PS SA community call and MPS SA affinity forum community calls.

  • Strategic Initiatives: Support and drive support in SA/EL communities on strategic initiatives.
  • A Practice That Practices:
  • Services Integration Roadmap:
  • Balance and ensure agile Roadmap for MCS (where possible integration of capabilities xservices)
  • Talent & Training, working closely with the EL Practice Lead:
  • Skills assessment & Job description/s (CMO/FMO) in partnership with Markets
  • Training: Establish, enhance, and curate rolebased curriculum and induction plans
  • Immediate plan (with Markets/ Community) for xtraining of MCS to PS/MPS communities
  • Advocate:
  • Represent the community to the management, providing feedback on process efficiency, competitive landscape, perceived trends, change management, etc.
  • Represent the community to other practice leaders.
  • Knowledge Management:
  • Work with KM practice to ensure all material needed for MCS practice communities are easily to hand.
  • Support process and sme community for curation and contribution to KM
  • Insist on results/ tools and processes that enhance Market Pursuit and Sales ability to do the job
  • Process and

Best Practices:
Develop best practices for the role (identify, validate, communicate & maintain including):

  • Contribute to Playbook & process ownership for

MCS:
Foster alignment of all Markets+T1 on processes, best practices, reporting.

  • Tools: Become a master of CMO and FMO (need) tools landscape shape the need with Enablement practice.
  • Supporting Differentiated Competitive Sales Plan: Support VAS workshops with SME community and Support initiatives to improve Value selling.
  • Qualification: Support the EL/SA in pursuits to Define and Implement Great Qualification approach that adds value to Services Selling
  • Integrated, Intuitive, easy, clear.
  • Customer Facing Excellence: Quality Orals, Quality written Output (working with BM and C3 Practices)
  • Contribute to Business Case and P2W Practice improvements: Support the practice.
  • Risk Management: Risks as a Competitive advantage.
  • RACI alignment across markets
  • Document and Agree for the MCS Practice
  • Comms: Understand and ensure all groups that impact EL/ SA route comms and ensure xpractice alignment and xfunctional alignment and simple comms approach.
  • Knowledge and Skills:
  • Knowledge of full MS portfolio with Mastery in Collaboration solutions (hardware, services, software solutions including security and cloud offerings)
  • Typically, 5+ years in Service business environment
Experience in the MCS practice area including supporting IT services Pursuits, team leadership and consultative, collaborative problem-solving.

  • Strong project management skills
  • Strong services sales skills with successful track record
  • Understanding of competitive MS offerings; capability to present MCS value proposition impactfully to internal and external teams.
  • Mastery of HP internal pursuit processes
  • Understanding of MS sales and delivery processes
  • Knowledge of MS contracts and approval of exception items
  • Experience of working with multinational or Global Accounts
  • Demonstrable Financial Acumen: Including P&L, TCO and cost scrubbing knowledge.
  • Fluent communication in English (spoken and written) and, ideally one other European language.
  • Excellent communicator with the ability to communicate effectively with management, customers, and peers.
  • Complexity:
  • High

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