Details: HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers. Account Chief TechnologistSeeking an Account Chief Technologist o be a strategic member of the global account team, providing broad technical thought leadership around the HP portfolio, providing innovative and strategic ideas to the account team and customer, leveraging your knowledge of the Department of Defense Industry and the common solution stacks used by customers in this vertical to address customer IT and business needs. The primary objective of this role is to be a key influencer to the customer, changing their IT vendor perceptions and preferences in favor of HP to establish an immediate and long term relationship with IT and the customer's business executives as the trusted advisor. You will focus on the customer's business challenges and goals, engaging early and proactively with the customer to position HP and HP partner solutions in the problem and solution definition phases of the solution life cycle. This will enable HP and the customer to have a holistic, co-created, innovative proposal which should increase the likelihood of a sole source HP solution and / or service that leads to sustainable share of wallet growth. You will need to establish and maintain key relationships with the customer's Chief Architect, their CIO / CTO, and their business unit executives, while leveraging internal relationships with HP Labs, HP Business Units, other HP entities and HP partners. You should be the recognized authority internally and externally on leading-edge technologies, solutions, theories, and techniques, with a proven track record of providing innovative solutions to complex and sensitive business and technological challenges. You will champion large transformation projects that effect the customers long-range goals and objectives to ensure that expectations are correctly set up front so that HP can achieve or exceed customer expectations upon delivery. You will also provide mentoring and guidance to BU specialty sales, presales and solution architects that support the account so that everyone is up-to-date and in sync. You are expected to share your experiences and expertise with others inside of HP. You are expected to provide thought leadership and innovative ideas and approaches to addressing the customer's needs. You should have knowledge and experience in Cyber Security, Cloud, Mobility, DoD Architecture Framework, Information Management, Data Center Consolidation, Identity and Access Management, Network Optimization and Management, and Enterprise Software Key Responsibilities The Account Chief Technology Officer has the following responsibilities:Meet or exceed customer expectations. Maintain awareness of key Department of Defense industry solutions and trends. Establish and maintain relationships with key Department of Defense ISV's and integrators. Maintain awareness of industry trends and broader aspects of the vertical market the customer participates in to provide forward thinking insights and suggestions. Review trends, processes, technologies etc. that become available then translate how they can be leveraged to address customer issues or goals. Document and share ideas across the account, complying with firewalled or NDA requirements. Develop thought leadership presentations/white papers to be distributed across the account. Share findings with broader HP Chief Technology Offers and Architects and the offices of the CTO (accounts, industry and BU's) ensuring an understanding of the realities of the marketplace and the customer. Ensure that expectations are correctly set/ managed and HP can deliver what has been promised. Identify, qualify and direct the appropriate sales teams to your identified opportunities to expand HP's footprint and revenue within the account. Bring experts into the account from HP and partners as appropriate. Be fiscally responsible. Measurement The ACTO is responsible for understanding and quantifying the client's baseline technology portfolio, influencing the client's technology portfolio planning activities to achieve year-over-year increases in HP share of wallet, and strategizing with HP portfolio organizations across all GBU's to address the client's transformational (multi-year) business/technology challenges. Measures:Drive balanced portfolio performance by leveraging entire portfolio. Change Management: In collaboration with the customer champion at least one large transformation projects that contributes significantly to the client's long-range technology goals and objectives. Thought Leadership & Innovation: Master a view of technology that is as wide as necessary to cover the client's entire business & is forward enough to create a compelling technology vision for the client; partner with the account team to document that vision in the ABP including a practical and achievable roadmap. Quarterly (minimum) engagement with the office of the CTO; fellow Chief Technical Offers and Architects; core industry ISV's; HP Business Units; and key HP partners. Number of self driven customer interactions Customer feedback (both IT and business) to drive customer satisfaction. Engagement of resources / expertise from outside the account, when appropriate. Team Leadership & Personal Effectiveness. Actively participate in community-building opportunities to help HP build and scale a world-class Account CT Program. Lecture at HPSU; mentor/guide technical pre-sales resource. Influence the BU and Industry Vertical solution offerings. Share of Wallet & Growth. Open new green field areas within the account. Pipeline. Balance near term, mid-term, and long-term opportunities Scope and ImpactProvide agreed upon incremental revenue and margin growth in the assigned account. Provide or engage the necessary technical and business expertise to influence the customer's buy decisions in favor of HP. Manage expenses within guidelines. Become the trusted advisor to the account team and the customer. ComplexityMust be able to successfully operate within a highly matrixed and complex technical and business environment with the capability to identify, qualify and direct / orchestrate cross HP business unit opportunities. Must be capable of engaging at multiple levels of the customers organization and within HP. Must be capable of managing multiple engagements and projects across the account at the same time.
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