Client Principal

Job Description - Client Principal

Description

Responsibilities:

The Client Principal (CP) is the single point of contact to the HP Enterprise Sales Force account teams and customers for all Systems Integration (SI) business.

The CP is responsible for understanding the customer’s business, the vertical industry (e.g., Manufacturing, Finance, Telecom, Public Sector), and strategizing SI led solutions that meets the customer’s business need along with the sales account team providing the SI content expertise. The CP leads the SI pursuit, has strong business development skills, the ability to develop SI led solution strategies, deliver complex SI engagements utilizing HP Consulting & Integration practice solution portfolio and resources along with cross GBU components (e.g., Outsourcing, Customer Support,Software, Servers/Storage) in the assigned customer’s organization. Create on-going and growing customer relationships at the executive level up to C-level (CEO, CFO, CIO, COO) into the account(s), and provides long term SI portfolio management to the client by acting as the trusted advisor. The CP is accountable for achieving business growth,financial targets (orders, margin, revenue), and customer satisfaction within assigned account(s), territory or solution focused area(s). The CP works closely with the HP Enterprise Sales Force to provide the SI content and to influence the account planning efforts.The CP role is not a sales leverage position.

Qualifications

Education & Experience required First level University degree plus 7-10 years directly related experience. Advanced University degree a plus

Type of experience needed

• Typically 7-10 years experience working in a solution selling organization and/or system integration projects based organization.
• Preferable experience in an IT services organization in a client facing role with business development as part of the responsibility.
• Knowledge and experience of Project Management methods.

Knowledge

• 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.

Skills

• Medium to high level of project management skills
• Medium to high level of consultative approach, solution selling and business development skills.

Leadership

• Assembles and leads teams in medium to high complex engagements demonstrating entrepreneurial leadership attitudes.
• Provides long term account management relationships with customers demonstrating trusted advisor status with executives and some C-Level key clients.
• Demonstrates the ability to take a business lead and consultative approach to medium to high complex business solutions.