Account Delivery Manager

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

  • Work closely with the pursuit team and account team to understand the scope of the Regional engagement and contract in order to provide the requisite analysis/information and recommendations to the pursuit and account team.
  • Once the deal is signed, work closely with the transition manager to ensure the right metrics are developed and implemented in each region affected.
  • Manage the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
  • Lead deal teams and represents HP to the customer for Outsourcing deals up to $50m TCV Responsible for assembling all required resources/skills to develop proposal, pursue and win international Outsourcing deals (PDs more than ELs).
  • Coordinates all deal team efforts with sponsorship of OS Engagement Director.
  • Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
  • Assists in opportunity qualification and risk assessment.
  • Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
  • Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.

Education and Experience Required:

  • University or Bachelor's degree preferable.
  • Demonstrate knowledge of corporate policies, processes, products, and markets.
  • Strong understanding of regional and WW finance or negotiation and contracting practices and government regulations.
  • Experience in at least 2-3 regional managed Services or M&A deals.

Knowledge and Skills:

  • Intermediate Excel
  • Excellent English Communication skills
  • Medium to high level of vertical industry knowledge in one or more key industry IT domains.
  • Medium to high vertical solution expertise.
  • Medium to high customer knowledge.
  • IS/IT management knowledge.
  • Business/financial management knowledge.
  • Familiarity with project management methodologies.
  • Leadership skills in directing but significant consulting assignments that shapes RFP's before they are issued reducing risk for clients and increasing probability of success for HP.
  • In-depth knowledge about the customer's business, strategy and challenges.
  • Knows HP's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
  • Builds and maintains the C&I portfolio of business and tracks of value exchange.
  • Considered the industry thought leader that directs industry trends and sets industry standards.
  • Credible board level transformation advisor.
  • Familiarity with program & project management methodologies.
  • Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
  • Highly developed consultative approach, solution selling and business development skills with an ability to consult with CEO's of global companies.
  • Highly developed business development, negotiation skills and ability to influence contract content.
  • Acts as an executives sponsor for more than one project.

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