Incubation Pursuit Consultant

2 weeks ago

London, United Kingdom Hewlett Packard Full time

This is a customer facing senior resource. Develops customer funnel of new services in incubation and drives conversion of each opportunity to qualified pursuit and deal closure with early adopter customers. Owns incubation services business cases, proposals and advisory to customers, sales and pursuit. Works with portfolio and delivery teams on incubation portfolio intake, creation and strategy on a global scope.

**Early Sales Stage Engagement**
- Lead ideation and incubation intake with GBU
- Create new service value prop, transformation journey, proposal content
- Influence sales to open doors for incubation opportunities
- Present at customer events and lead workshops
- Own customer conversation to shape and influence the customer prior to RFP
- Develop and defend business cases
- Gain customer confidence to co-create with HP and become early adopter

**Deal Pursuit**
- Assist pursuit to win the 1st customer on that new service or innovation that has never sold before
- Own incubation service descriptions, cost, risk, transformation plan
- Secure commitment from Delivery, Portfolio and Operations to approve and deliver incubation services
- Speed up solutioning process
- Negotiate incubation SOW scope with the customer
- Hand over deal incubation solution to delivery

**Content Creation**
- Manage a portfolio of services in incubation
- Create repeatable incubation collateral and make it immediately available to all markets
- Hand over incubation solutions to portfolio, delivery and pursuit practices
- Create consultative sales plays and solution playbooks
- Share knowledge and lessons learned from early adopter customers
- Train sales and pursuit teams on how to sell incubation
- Evangelize new services and be innovation hub for the org

**_ Education and Experience Required: _**
- Technical university or Bachelor preferred; Masters degree preferred or equivalent experience.
- Typically, 12+ years experience in engagement leadership and/or consultative selling
- About 5-10 years experience in project/program management.
- Managed Print Background is a plus

**_
Business_**
- Understands and applies best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions.
- Expertly leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.
- In-depth knowledge of customer value chain used to create and propose new solutions.

**_
Industry_**
- Extensive level of industry acumen; keeps current with trends and able to converse on multiple client levels about requirements, solution, issues and challenges.

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