Description -

MCS/MDS GRO Global Deal Solutioning consultant

Description

The GRO Global Account Operations organization is looking for a highly motivated individual with broad operational background, strong soft skills & negotiation expertise, to support our MDS (Managed Device Services) & MCS (Managed Conferencing Services) business, through operational solution and high-level process design for integrated services, in the Contractual MDS/MCS environment.

You will be responsible for Quote-to-Cash operational design of selected complex deals, acting as a key partner and trusted operational adviser for Global Sales & Solutions Pursuit divisions. Our mission is to provide the business with competitive advantage in customer engagement by focusing on optimized execution and efficiency.

Key responsibilities:

• Drive Q2C solution design for complex MDS/MCS Global and contractual deals to support key business objectives: TCE, cost efficiency and increased revenue and market share
• Drive discussions with Services BU and Global Sales about RTM priorities, anticipate business needs based on market trends and work on proactive solution design for these
• Provide consistent and accurate Q2C capability portfolio to Sales Pursuit teams and influence customer negotiations accordingly
• Review the MDS pipeline in close collaboration with Sales & BU, identify deals with operational challenges
• Represent GRO Direct – Customer Operations in the Global Business Forum and the Global Operations Forum to ensure operational capabilities are respected in decisions
• Work with country teams to ensure right level of local resource assignment and identify support needs
• Drive Q2C solution design within the Deal Risk Assessment program; provide an analysis or workload impact and cost associated with support level; highlight and drive efficiency-based improvement programs at an EMEA level
• Trigger documentation of agreed new processes and capabilities and ensure these are captured in respective reference documents (MDS playbook, Global capability matrix, etc)
• Enable Customer AOMs to provide excellent business support to complex deals by providing trainings and best practice sharing sessions, as well as active participation in New / better Process and Tool development
• Act as EMEA focal point for global solution design, drive alignment across the regions and gain commitment on specific deal support; drive a WW MDS Operating model leveraging the agreed EMEA Operating model
• Provide Operations and Business stakeholders with regular overviews to ensure accurate resource mapping and account coverage
• Active participation in SOAR reviews
• Active participation in RTM strategy sessions, led by Category teams, to ensure our go-to-market sales strategies are built based on targets
• ensure interlock between all functions that own various Q2C workstreams; build strong network with key partner organizations i.e. Sales, Business Unit, HP Solutions/Managed Services, Delivery Operations and Supply Chain and drive efficiency and new capability development across the whole network

Education and Experience Required:

• First-level university degree or equivalent experience
• More than 10 years of related experience in business/operations roles
• Project and program management experience
• Deep knowledge of HP operational processes, industry trends and customer/partner requirements.
• Deep understanding of core HP businesses and the revenue cycle
• Leadership skills to manage cross-functional virtual teams, potentially with conflicting interests
• Excellent communication skills (i.e. written, verbal, presentation), negotiation and influencing skills. Mastery in English and local language is required.
• Strong business experience in multiple process areas with excellent project management and process development skills
• Solid financial and business acumen

Knowledge and Skills:      

• Customer first mentality
• Strong understanding of HP’s Global business model and related process & tool infrastructure just as sales processes
• Proven delivery of business outcomes with strong linkage to Sales
• Problem solving skills, persistence and will to find a way to make it work
• Is known for collaborating across organizational boundaries. Combines listening skills and leadership to optimize results
• Developed leadership skills, including team-building, conflict resolution, and management
• Effective communicator, networker and influencer
• Ability to balance between competing priorities
• Flexible and creative
• Willingness to coach others

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"