Job From Hp - Apr 2011

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Job From Hp - Apr 2011

  1. 1. CONTACT: Truong Thi Minh Trang (Ms)RecruiterHewlett-Packard Vietnam,10th Floor, Saigon Tower Building, 29 Le Duan, Dist. 1, HCM City.Cell: +84 919 141 005, HP office: +84 8 38234151 – ext: 8205.Email: thi-minh-truong.trang@hp.comalary Location1. Electrical Engineer – 1 vacancy. Responsible for designing, developing, modifying and evaluating electronic parts, components orintegrated circuitry for electronic equipment. Analyzes equipment to establish operating data, conductsexperimental tests and evaluates results. Selects components and equipment based on analysis ofspecifications and reliability. Applies developed subject matter knowledge to solve common and complexbusiness issues within established guidelines and recommends appropriate alternatives. Works onproblems/projects of diverse complexity and scope. Exercises independent judgment within generallydefined policies and practices to identify and select a solution. May act as a team or project leaderproviding direction to team activities and facilitates information validation and team decision-makingprocess. Ability to handle most unique situations. May seek advice in order to make decisions on complexbusiness issues.Education and Experience Required:Typically a Bachelors degree or equivalent experience and a minimum of 6 plus years related experienceor Masters degree and a minimum of 4-6 years experience.Critical Competencies to Drive Business Results:Core Technical LeadershipDemonstrates leadership in the development of technical innovations and in ensuring optimumcollaboration and knowledge sharing of technical insightsProject Leadership & TroubleshootingActively works to resolve project challenges and facilitate knowledge transfer between team membersfocused on shared objectivesTechnical Breadth/DepthDemonstrates motivation to build deeper technical depth in area-of-expertise, and inform that knowledgebase through understanding of associated areasCustomer-Centric FocusEnsures that a positive customer experience informs both the approach to work, the qualitydemonstrated, and the endpoint for measuring successThought LeadershipUnderstands how businesses operate and uses this context to drive innovation and ethical decision-makingChange ManagementDevelops methods for supporting innovation and change across the organizationProblem SolvingApproaches problems in a rational manner using sound strategies that ensure comprehensiveunderstanding and effective resolution
  2. 2. Minimum: 1000 USDHanoi.2. ESSN Sales specialist – expert level – 3 vacancies. • Responsible for creating and driving their sales pipeline. • Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others. • Maintain knowledge of competitors in account to strategically position HPs products and services better. • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit. • Provide support to Account managers and provide input regarding business development and solution expertise. • Development of quota objectives and future direction for defined product category. • Some specialists also responsible for selling outsourcing deals. • Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry. • May invest time working with and leveraging external partners to deliver sale. • For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals. • Directs or coordinates supporting sales activitiesScope and Impact • Works on HPs larger accounts. • May perform project management role. • May invest time working external partners. • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization. • May develop business plan in conjunction with customer. • Typically assigned higher than average quota.Education and Experience Required: • University or Bachelors degree • Directly related previous work experience. • Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface. • Extensive selling experience within industry and on similar products. • Typically 8-12 years of advanced sales experience. • Project management skills required. • 2-3 years of product sales in the desired specialty.Knowledge and Skills Required: • Is considered an expert in knowledge of products, solution or service offerings as well as competitors offerings to be able to sell large solutions. • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling. • Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
  3. 3. • Understands the role of IT within area of specialization and how HPs solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities • Account planning and accurate account revenue forecasting skills. • Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities. • Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs • Excellent project management skills. • Establishes a professional working relationship, up to the executive level, with the client. • Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals. • Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers. • Deep knowledge of products, solution or service offerings as well as competitors offerings. • Understands how to leverage HPs portfolio and change the playing field on our competitors. • Utilizes Siebel as an expert and accurately forecasts business. • Understands and sells high value software solutions • Understands selling of services sales. • Leverages services as part of strategic product sales. • Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions. • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIOs, typical objectives, measures, metrics.Critical Competencies to Drive Business Results:New Business AcquisitionAggressively searches for opportunities in new or existing accounts, expanding business in a way thatensures profitability for HPOpportunity Qualification, Development and ClosingAssesses feasibility of pursuing an opportunity given what the customer is trying to accomplish,competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targetedsolutions to generate customer acceptance, develop internal HP buy-in, and wins the dealKnowledge TransferEstablishes HP technical credibility with customers, educates account teams in area of specialization,and provides an interface between HP and its customer baseAccount Planning and AlignmentSupports the development of account plans that focus sales activities, ensure accurate forecasts, andintegrate specialist-selling seamlessly within an overall account strategyCustomer Relationship ManagementDemonstrates customer-sensitive practices within accounts to support trust in HP and advance HPsaccount presenceMargin Management SupportSupports maintenance of the profit margin essential for protecting the business interests of HPSales Effectiveness FundamentalsTools & Resources Utilization, Businesses & Offers, Competitive Positioning, OrganizationalCollaborationMinimum: 3000 USD.Ha Noi
  4. 4. 3. Product manager (Vietnam ISS Category Management)– 2 vacancies. • SEA regional coverage to support in-country teams to sell HP StorageWorks solutions to Customers and develop/manage partners to drive/grow storage business. • Drive complete sales cycle for storage solutions which includes prospecting, opportunity qualification and development, pricing and delivery strategy, and opportunity closure, managed via funnel tracking and forecasting. • Product Management & Marketing to update field and customer varying from direct engagements, seminars to Press/Advertising. • Strong storage sales background from companies like Symantec, EMC, HDS, IBM, NetApps. • Strong communication skills (eg Presentation/Press conference skills). • Previous technical background a valuable pre-requisite to tactically appreciate how to position/attack & fend off competition offerings. • Min 10 years experience selling complex technical solutions. • Know how to penetrate Enterprise accounts and engage customer C level, manage customer in difficult or problematic customer situations where HPs credibility or potential sales are endangered. • May sell thru channel partners; leverage and cultivate partner relationships for collaboration to support the HP StorageWorks brand name. Interpret Industry/Analyst reports, identify trends/business opportunities and correspondingly develop business plans to pursue business growth in systematic and targeted fashion. • Track and develop business reports for reporting to regional management. • Team player, high energy personality, sense of urgency selling attitude, independent, self motivated person who takes ownership of reaching their goals and has a proven track record of consistently exceeding quota.Education and Experience Required: • University or Bachelors degree in Computer Science, Engineering, Business, Marketing • Typically 8-12 years of professional experience with a combination of Marketing, Sales, Business Planning experienced preferred. • Consumer and/or Commercial Partner management expertise / End User Acct management as an alternative.Knowledge and Skills Required: • IT Storage industry knowledge • Business planning skills, multidimensional. • Business planning skills, comfortable to manage high complexity business planning and reporting • Strong communication skills at senior management internally and externally • Knowledge of promotional marketing processes and practices. • Negotiation skills and ability to frame the product value proposition to customers/partners • Leadership skills and cross functional expertise (sales, supply chain, marketingCritical Competencies to Drive Business Results:Opportunity QualificationAssesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" statusSolution Planning/FormulationConceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal tocontract sign-offDeal Advancement & Closing
  5. 5. Negotiates and drives deals to ensure successful closes and high win ratesClient Technical Education/AssistanceEstablishes HPs technical creditability and solution capability within customers Information Technology(IT) organization through education & assistancePipeline ManagementBuilds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near-and long-term opportunitiesPrioritizing Accounts/FocusingSupports sales strategies and activities that effectively and efficiently target HPs efforts and resources tocloseable winsHP Sales Productivity Tools/ProcessesSystematically applies HP sales planning & productivity tools/processes to manage workResource OptimizationApplies partner and internal resources effectively and efficiently to advance sales opportunitiesHP Sales Initiatives/GoalsClosely monitors HP sales initiatives and goals to ensure alignment with account planning and salesactivitiesSolution AcumenDemonstrates comfort with IT and/or industry, solution, product, service knowledge -- easilyintegrates/applies these perspectives to solving business needsInfluencingDemonstrates the ability to lead, manage or enlist the support of others in the absence of formal authorityMinimum: 2000 USDHanoi4. Sales client principal V – expert level ( 1 vacancy)Proactively manages portfolio of Consulting & Integration (CI) business in an assigned client base drivingprofitable business growth and development of the client partnership.· Works with the client to define & maintain the clients overall transformation roadmap· Closely involved in establishing and maintaining effective program governance· Attainment of margin goal set by overall CI and country/vertical business requirements.· Strengthens the HP/client strategic partnership developing opportunities for sell to, with, through andbuy from· Proactively develops engagements which are typically multiple technology content, CI and HPServices (HPS), with a high Solution Opportunity Approval and Review (SOAR) overall risk rating. Mix offixed price and T&M deals (Mainly fixed priced). Complexity in negotiating and managing terms andconditions.· Recognized authority in relevant solution or industry knowledge. Understands multiple HP BusinessUnit (BU) and competitive solution offerings as applied to assigned customers or specific industries.· Leads Technology Solutions Group (TSG) account planning for CI solutions.· Increases CI share of wallet by expanding the base of consulting into other customerfunctions/departments.· Builds partnership as a trusted advisor in Information Technology (IT) solutions.
  6. 6. · Employs a consultative selling approach to develop compelling business cases to differentiate andhighlight the value of CI solutions.· Competently able to engage with client leadership executives Core I/O Only(CIO), functional businessmanagers and senior IT executives.· Customer views as responsible for the complete portfolio of CI business.· Could act as an executive sponsor for an engagement.· Owner of the CI client relationship, leader for CI pursuits and responsible for partnering with the CIdelivery team to ensure successful engagement delivery.· Oversees the client portfolio of CI business throughout the project lifecycle. While the SCP is not thedelivery lead, they support the team in governance and escalation.· Leadership relationship with domestic CI delivery organization and domestic supporting HPS functionsExecutive Chief of Staff (ECOS), Finance, Ops, etc.).· Trusted account leadership with delivery and support organizations.· Contributes artifacts to the pursuit knowledge base.· Mentors Service Control Point (SCP)s.· Participates in key initiatives to extend the SCP role and enhancing CI efficiency.· Typically qualifies large deals of complexity with more then one Global/General Business Unit (GBU)components. May be international (a few countries) engagements.· Participate in investment decisions.· Work with the assigned Project Managers to ensure engagements are delivered on time, within budgetand work any issues that may arise with the client.· Approximately $8-20M per Year order target· Average new business deal size between $2M-$5M.Qualifications:- Degree in computer science, software engineering or comparable- Software design and development professional experience- Quick in learning new technologies- Comfortable building high performance and scalable applications- Experience using Object Oriented Design and distributed, multi-tiered designs, software developmentbest practices, refactoring. Experience with the use of design patterns, abstractions, interfaces..- Excellent programming and debugging skills with Java / J2EE- Experience with relational databases (Oracle, SQL Server) and database programming in Java basedenvironments (hibernate or similar)- Use of unit testing (JUnit) as part of development practicesPreferred Experience:- Document/Records/Archive management software experience- Web UI development (preference to Google Web Toolkit)- Experience in the development of reporting/dashboarding (using Business Objects, Jasper Reports orsimilar technologies)· Application servers and web apps Jboss/tomcat. Spring framework / Spring Security. Familiar with development of Web ServicesMinimum: 3000 USD.Hanoi. 

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