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Beschreibung

title: must be fluent in english and german language.
leadership skills in directing pursuit and/or delivery teams.
lead the end to end contracting process post signature including support to contract integration, up sells and renegotiations, change management, governance activities.
acts as subject matter expert providing direction and guidance to process improvements and establishing policies.
able to negotiate deals where hp is not the low-cost provider.technical, as well as administration or operations knowledge,
demonstrate busniess, or functional knowledge at the mastery level.
busniess/financial management expertise.
is assigned to close one or more accuonts with approximate annual revenue $50-100m
frequently represents the organization to other businesses within the company and to external customers/clients.
ability to cope with very high peak workloads, extensive travel and periods away from home, short deadlines and significant pressure.
is/it management expertise.defines and positions well-targeted solutions to generate cusotmer acceptance, and provides an interface between hp and its customer base
account planning and alignment
supports the develpoment of account plans that focus sales activities, compeittive positioning, businesses & offers, and wins the deal
knowledge transfer
establishes hp' technical credibility with customers, develop internal hp buy-in, educates account teams in area of specialization, and integrate specialist-selling seamlessly within an overall account strategy
customer relationship management
demonstrates customer-sensitive practices within accounts to support trust in hp and advance hp's account preesnce
margin management support
supports maintenance of the profit margin essential for protecting the busniess interests of hp
sales effectiveness fundamentals
tools & resources utilization, organizational collaboration, ensure accurate forecasts.
coordinates all deal team efforts with sponsorship of os engagement director.the cse will focus on cloisng 10-50 m$ backlog deals in primarily ams and erp implementation. the cse will drvie the end-to-end sales process and engage bd, solutioning and hp executives in multiple pursuits.
develops deal timeline and ensrues that pursuit team meets deal milestones and deadlines.
impact/scope
large country or region or global.tax and accounting processes are developed and implemented globally, work closely with the transition manager to ensure the metrics are right; financial metrics,
once the deal is signed.
make decisions on prorgam staffing resuorce planning.
criitcal compeetncies to drive business resluts:
new business acquiistion
aggressively seacrhes for opportnuities in new or exitsing accounts, and risk to hp of proceeding, development and closing
assseses feasiiblity of purusing an opporutnity gievn what the customer is triyng to accopmlish, competitive presence and strnegth, expadning business in a way that ensures profitbaility for hp
oppotrunity qualifciation.
ductaion and expeirence reqiured:
typiaclly 9 years directly related experience in outsourcing and/typically 12 years in complex it service business environment (focus on application services).
knowledge and skills required:
high level of vertical industry knowledge in multiple key industry it domains.the cse will be reporting to the application sales leader germany.
university or bachelor's degree; advanced university degree preferable.)
strong understanding of global finance or hr negotiation and contracting issues and regulations.
can act as an executive sponsor for a project.
assists in opportunity qualification and risk assessment.client sales executive - application services (f/m)
location: germany-munich-dornach
other locations: germany-boeblingen
client sales executive (cse) for the application services business in hp enterprise services in germany. trusted advisor,
acts as a strategic partner.
responsible for validating/endorsing the technical solution for the deal.
familiarity with project management methodologies.
leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, incl analyzing critical business drivers and risks.
strong influencing and communication skills at a cio level.
in-depth customer knowledge.
frequently contributes to the development of new ideas and methods.high-stakes projects and programs,
assess and quantify risk for major.
lead deal teams and represents hp to the customer for outsourcing deals up to $500m tcv
responsible for assembling all required resources/skills to develop proposal, pursue and win large international outsourcing deals (pds more than els).
in depth understanding and knowledge of management of change issues.
proven program management skills and able to demonstrate leadership capabilities.client/server, etc, data center,
demonstrate knowledge of at least one solution type (desktop, internet.
works closely with the pursuit team and account team to understand the scope of the global engagement and contract in order to provide requisite analysis/information and recommendations to the pursuit and account teams.
in-depth vertical solution expertise.
business and customer oriented team player with ability to form alliances across global boundaries.works with delivery to assure that solution design can be properly delivered.
highly developed consultative approach, solution selling and business development skills.

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