Mcs Pursuit Practice Lead

hace 7 meses

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+T1.
- 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 cross-fertilization.
- 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 x-services)
- 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 role-based curriculum and induction plans
- Immediate plan (with Markets/ Community) for x-training 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 x-practice alignment and x-functional 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 multi-national 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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