Director - Enterprise Services Sales - Hewlett-Packard - Singapore

Job description
Leads deal teams and represents HP to the customers
Assembles all required resources/skills to develop proposal, and pursue and win large international Outsourcing Services deals.
Assists in opportunity qualification and risk assessment.
Validates/endorses 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.
Leads 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, and technology and process adoption.
Assigned to close one or more complex global accounts.
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.

Desired Skills and Experience
Education and Experience Required:
Typically 15+ years in complex IT service business environment.
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 shape 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.

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