Presales Technical Consultant - Large Format Printing

Presales Technical Consultant - Large Format Printing

Description -

Job Summary
In this role, you will assist in the drive of business sales into the assigned territory (Spain and Portugal), covering HP’s end user device portfolio of Large Format Printers (both Latex and DesignJet portfolio), solutions and services, as well as providing presales technical consultancy support to HP sales teams, authorized resellers and end customers across Iberia. The Pre-Sales Consultant will work with and support the Iberia sales team, developing new business opportunities and technical relationships, developing their skills on Large Format Solutions selling, inventing on key activities to grow funnel as well as engaging with local resources to drive end customer opportunities.

Responsibilities

Opportunity Analysis
•    Gathers and assesses customer needs, both business and technical.
•    Identifies related needs (lead generation, opportunity expansion).
•    Identifies site-specific parameters and constraints that impact the solution.
•    Identifies required project steps.
•    Identifies likely problem areas that require attention.
•    Identifies probable competition and product roll-out data/training needs.

Solution Planning and Design
•    Architects an appropriate technical solution to meet the customer's requirements.
•    Investigates and optimizes a solution's fit to the requirements of an opportunity.
•    Adapts solution design to new requirements.
•    Establishes the validity of a solution and its components.
•    Identifies the growth path and scalability options of a solution and includes these in design activities.
•    Generates an implementation plan with timelines for the solution.
•    Creates the appropriate test plan as required.
•    Anticipates some of the potential challenges for the proposed project plan.
•    Assesses likely competitive threats.
•    Assists with requests for expertise from peers.

Client/customer relationship
•    Maintains excellent communications with customer management.
•    Represents HP as technical expert with customers and partners; shares knowledge in area of expertise.
•    Advances opportunities through the use of effective consultative selling techniques.
•    Builds customer loyalty through being a trusted advisor.
•    Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
•    Communicates and articulates the details of their component roles in a proposed customer solution.

Team collaboration
•    Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
•    Transfers knowledge to Presales peers via contributing participation in education programs.
•    Identifies overlooked opportunities within the account.
•    Analyzes and provides support to deals in the pipeline where needed.
•    Understands the roles and affectively engages other teams and resources within HP and partners


Education & Experience Required

·        Technical University or Bachelor's degree preferred.

·        Typically 4-7 years experience in technical selling and/or consultative selling.

·        Experience in Large Format industry required

·        Technical and/or solution experience in vertical industry preferred.

·        Strong Spanish and English written and oral communication skills

·        Excellent presentation Skills

Knowledge & Skills

Technical/Solution acumen

·        Demonstrates a solid knowledge of large format printers, software, services and supplies.

·        Demonstrates deep technical capabilities in RIP and color management

·        Awareness in competitive solutions knowledge.

·        Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems.

Business acumen

·        Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning proposed solutio