ICT Jobs in Africa
|Country Manager,   Dakar,   Senegal|
This is a very exciting opportunity for a seasoned Country Manager to join our team in Senegal. We are looking for a strong leader, with minimum of 10 years’ experience within Information Technology and specifically within a commercial capacity. The role is instrumental in the continued success of HP in Senegal.
Some Key areas of focus and drive will include:
*Gathers and assesses customer needs, both business and technical;
*Identifies related needs (lead generation, opportunity expansion)
*Identifies site-specific and corporate parameters and constraints that impact the solution
*Identifies required project steps
*Identifies likely problem areas that require attention
*Identifies information on competitors and product roll-out data/training needs and proactively positions HP strengths as a relative value position in the account.
*Architects an appropriate technical solution to meet the customer's business requirements and account team strategy.
*Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future
*Adapts solution design to new requirements
*Establishes the validity of a solution and its components; creates proof of concept where required
*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
*Create appropriate test plan as required
*Identifies potential challenges for the proposed project plan
*Optimizes a solution to maximize HP competitive advantages
*Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers)
*Maintains excellent communications with customer executive management and business executives globally
*Represents HP as technical expert with customers; shares knowledge in area of expertise and links to related technology areas
*Delivers customer workshops as appropriate for further understanding of issues and buy-in to HP's proposal
*Advances opportunities through the use of effective consultative selling techniques
*Understands the roles and affectively directs other teams and resources within HP and partners globally
*Identifies overlooked opportunities suggested by technical expertise. Is hand on in facilitating smooth transition from sales to implementation by orienting the appropriate teams to the solution design
*Contributions have major impact across HP Regions and BU's, and strong impact on HP's business.
*Contributes to the presales direction for major areas of a BU. Breadth of influence goes across multiple organizations within the Business and is sought, valued and used.
Education and Experience Required:
Technical University or Bachelor's degree; advanced degree preferred
Typically 12+ years’ experience in technical consultative selling and account management
Technical and solutions experience in appropriate industry
Experience in vertical industry preferred
Knowledge and Skills Required:
*Demonstrates expert knowledge of HP's latest technology & solutions
*Expert in competitive solutions knowledge.
*Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value
*Applies deep understanding of technical innovations & trends to solving customer business problems
*Strong credibility with HP's business units and account teams based on history of solid results and contributions
*Applies productivity-enhancing tools and processes Off-shoring, Resource Management
*Establishes thought leadership in technical specialty area with customers
*Demonstrated ability to work as the lead for large complex projects at a Regional or global level
*Has a deep understanding of HP's product & service capability for multiple BU's
*Has demonstrated extensive hands-on level skills with a broad range of the technology
*Demonstrates skilled use of financial and capital investment concepts in justifying solutions that create business value for the customer
*Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions
*Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
*Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value
*Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management
*Demonstrates strong communications skills with customer management, as well as C-level executives
*Leverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP
Critical Competencies to Drive Business Results:
Deal Prospecting and Shaping
In alignment with account teams, searches for opportunities in named accounts and shapes the customer's solution vision
Applies technical/solution knowledge to qualify opportunities and identify requirements
Develops solutions that meet customer requirements, ensure seamless deployment, and advance the sale
Leverages technical sales experience and information resources to educate sales teams, peers, and customers
Account Planning Support
Supports the development of account plans that articulate the strategies essential for focusing sales activities, forecasting accurately, and communicating sales progress
HP Businesses & Offers
Represents HP knowledgeably, based on a solid understanding of HP's business direction, offers, and capabilities
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
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