Opportunity Consultant
6 months ago
As part of Sales Operations organization, the Print Opportunity Consultant belongs to the Global Pricing Centre of Excellence supporting our Managed Print Services business and partnering with Global Services & Solutions to lead the pursuit of our contractual Managed Print Services opportunities and drive profitable business for HP. Global Services & Solutions is the driving force behind our services business and, with unique capabilities across Personal Systems & Print to achieve double digit growth in a highly competitive environment and is a strategic growth area for HP with very ambitious growth objectives.
We are looking for an Opportunity Consultant to support new opportunities in North West Europe market. In this role, you will develop pricing strategies by leveraging your analytical skills and financial modeling expertise. You will work closely with various internal stakeholders to customize a competitive pricing structure that will feasibly meet customer requirements.
MPS projects span the globe and require the Print Opportunity Consultant to keep the big picture in focus. You will collaborate with other team members on complex, multi-disciplinary projects to propose and develop solutions to solve challenging problems and scale up our agreement pricing practices.
**_ Responsibilities: _**
- Work 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 team.
- Lead other OC resources.
- Customer data analysis.
- Develop various alternatives for complex deals.
- Analyze industry and internal win/loss baseline.
- Different scenarios simulation.
- Validate financial assumptions or T&Cs\\ commercial assumptions.
- Finance/Strategic Negotiator\\Contracting Manager consultant for presales sales/account team Process proposals if required (e.g. transfer of vacation accruals, open book).
- Right level of business controls (e.g. order booking, labor tracking, project cost controlling).
- OC lead (Finance/Strategic Negotiator/Contracting Manager) due diligence design and coordination.
- Promote knowledge sharing and documentation throughout the OC Practice.
- Consults and provides required documentation to the SOAR process.
- Participates in Program Reviews and validates project financial status.
- Establish positive working relationships with the customer team, to get the best understanding of the existing cost structure possible.
- Establish open lines of communication between regional and worldwide groups.
- Coordinate and lead complex commercial negotiations in line with and business principles on behalf of the business line through all stages of contracting.
- Once the deal is signed, work closely with the transition manager to ensure the right metrics
- The right financial metrics and tax and accounting processes are developed and implemented globally.
- Lead the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
**_ Education and Experience Required: _**
- 9+ years directly related experience in outsourcing.
- Advanced Degree or a Bachelor's degree & equivalent combination of education and experience.
- Strong understanding of global Finance or Negotiation and Contracting issues and regulations.
- Managed successfully at least 3-5 large Regional or Global Managed Services or M&A deals.
- In depth understanding and knowledge of Management of Change issues.
- Business and customer oriented.
- Team player with ability to form alliances across global boundaries.
- Proven program management skills and able to demonstrate leadership capabilities.
- Strong influencing and communication skills at a CIO level. Must be fluent in English.
- Ability to cope with very high peak workloads, extensive travel and period away from home, short deadlines and significant pressure.
**_ Knowledge and Skills: _**
- Direct/lead management of regional or global programs.
- Estimate bid transition effort for team.
- Resolve critical, highly complex problems.
- Finance or Contract Negotiation breadth of knowledge.
- Focus on customer relationships & engagement process.
- Build and maintain relationships.
- Demonstrate knowledge of contract issues affecting regional or global projects.
- Demonstrate broad knowledge of corporate products, markets and processes.
- Provide consulting expertise and present proposals.
- Excellent Business Acumen.
- Translate business requirements into financial or HR or contractual solutions.
- Structure and price deals to maximize profits.
- Demonstrate expert outsourcing industry knowledge.
- Good Interpersonal skills and clear & effective communication ability.
- Highly developed software capability (PowerPoint, Excel and Microsoft Project).
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