Solution Architect

Description

The Solution Architect provides support on contractual sales, turning customer requirements into HP solutions and coordinating the RFP response so that all required SMEs are engaged and aligned. The role designs the end-to-end solution for the contract — devices, related solutions, and custom services — and delivers an outcome-based sales strategy centered on process automation and, ultimately, workforce transformation for the customer. Operating across strategic (RAD 3) engagements, the Solution Architect is the technical and commercial bridge between the customer, the Engagement Lead, sales teams, and delivery towers, and is measured on closed TCV funnel and achievement, client business advocacy, and revenue/margin profitability.

Key Responsibilities

• Solution design — Create the end-to-end solution, including selection of devices and related solutions for the contract, and define custom services in collaboration with delivery teams.
• Outcome-based strategy — Deliver an outcome-based sales strategy focused on process automation and workforce transformation; eliminate and integrate paper-based processes within the enterprise and optimize customer outcomes.
• Customer engagement — Engage with the customer to gather requirements and represent the solution back to them; conduct analysis and create presentations that facilitate key meetings with client stakeholders.
• Alignment and orchestration — Align with the Engagement Lead and sales teams on solution strategy; engage other SMEs as needed in supporting roles (Pre-Sales TCs, Specialists); coordinate internal and external cross-functional teams.
• Bid kickoff — Conduct a kickoff call with solution design collaborators to review bid timelines, deal profile and parameters, countries/volumes, services scope and deliverables, and any service customizations or custom equipment, setting expectations for DAMs and NSI and associated deadlines.
• Technical leadership — Handle deeper technical issues, assist with the RFP, and interface with other groups.
• Costing and deal process — Obtain custom costs from delivery teams, complete the costing of the deal, complete the DRA, create the DART deal where regionally applicable (pricing owned by OC), and assist with the SOAR process and OMS-Print.
• Governance and contracting — Propose necessary governance and agree it with delivery towers; work with the Engagement Lead on the contract and Statement of Work.
• Competitive differentiation — Differentiate HP from the competition with HP solutions, driving highmargin, high-TCV wins.
• Ease of doing business — Ensure smooth handoffs and implementation in support of client growth and retention.
• Advisory — Provide general engagement strategy consulting.

Education & Experience Recommended

Education: Bachelor’s degree is preferred but not required.

Experience

• 5+ years' experience in consultative sales, ideally in services, solutions, or managed print/IT environments.
• Demonstrated experience architecting end-to-end, contract-based solutions including custom services and delivery-team costing.
• Track record carrying and achieving a sales/TCV quota on strategic accounts.
• Experience leading RFP responses and coordinating cross-functional SMEs through a complex bid cycle.

Qualifications

• Proven experience in technical solution development and pre-sales support.
• Experience in IT infrastructure, networking, cloud computing, and cybersecurity.
• Demonstrated ability to communicate technical concepts to both technical and non-technical stakeholders.
• Strong understanding of market trends and ability to turn insights into business opportunities.

Knowledge & Skills

• IT ecosystem expertise — Strong understanding of a modern IT (managed services) ecosystem.
• Portfolio depth — Deep expertise in HP's Outcome Based Sales value proposition and offerings.
• Relationship building — Ability to develop strong relationships with influencers and decision makers, from IT management up to VP and C-level.
• Financial acumen — Solid understanding of financial principles, including deal costing, margin, and SOAR P&L profitability.
• Cross-functional coordination — Ability to coordinate internal and external cross-functional teams, including Local Services Category, GSS, End-user Sales, Country/Market Leadership, Business Planning, and SOAR approvers, with support from FSR/SMEs, Sales Operations, Finance, and the CMO team.
• Analysis and communication — Ability to conduct analysis and build presentations that drive key client stakeholder meetings.
• Process transformation — Knowledge of paper-based process elimination, automation, and workforce transformation approaches.
• New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions.

About HP

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients.

Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description amended at any time.

Job

Sales

Schedule

Full time

Shift

No shift premium (United Kingdom)

Travel

50%

Relocation

Not Specified

Equal Opportunity Employer (EEO)

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s). Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence. For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal

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