1. The document contains job descriptions for several positions at Hewlett-Packard Vietnam including Electrical Engineer, ESSN Sales Specialist, Product Manager, and Sales Client Principal. 2. The positions require technical skills and experience in areas such as electrical engineering, sales, product management, and consulting for large clients. 3. Qualifications listed include requirements such as bachelor's degrees, years of experience, technical competencies, language skills, and ability to manage projects, clients, and teams.

1. CONTACT: Truong Thi Minh Trang (Ms)
Recruiter
Hewlett-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.com
alary
Location
1. Electrical Engineer – 1 vacancy.
Responsible for designing, developing, modifying and evaluating electronic parts, components or
integrated circuitry for electronic equipment. Analyzes equipment to establish operating data, conducts
experimental tests and evaluates results. Selects components and equipment based on analysis of
specifications and reliability. Applies developed subject matter knowledge to solve common and complex
business issues within established guidelines and recommends appropriate alternatives. Works on
problems/projects of diverse complexity and scope. Exercises independent judgment within generally
defined policies and practices to identify and select a solution. May act as a team or project leader
providing direction to team activities and facilitates information validation and team decision-making
process. Ability to handle most unique situations. May seek advice in order to make decisions on complex
business issues.
Education and Experience Required:
Typically a Bachelor's degree or equivalent experience and a minimum of 6 plus year's related experience
or Master's degree and a minimum of 4-6 years experience.
Critical Competencies to Drive Business Results:
Core Technical Leadership
Demonstrates leadership in the development of technical innovations and in ensuring optimum
collaboration and knowledge sharing of technical insights
Project Leadership & Troubleshooting
Actively works to resolve project challenges and facilitate knowledge transfer between team members
focused on shared objectives
Technical Breadth/Depth
Demonstrates motivation to build deeper technical depth in area-of-expertise, and inform that knowledge
base through understanding of associated areas
Customer-Centric Focus
Ensures that a positive customer experience informs both the approach to work, the quality
demonstrated, and the endpoint for measuring success
Thought Leadership
Understands how businesses operate and uses this context to drive innovation and ethical decision-
making
Change Management
Develops methods for supporting innovation and change across the organization
Problem Solving
Approaches problems in a rational manner using sound strategies that ensure comprehensive
understanding and effective resolution

2. Minimum: 1000 USD
Hanoi.
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 HP's 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 activities
Scope and Impact
• Works on HP's 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 Bachelor's 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
competitor's 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. • Understands the role of IT within area of specialization and how HP's 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 competitor's offerings.
• Understands how to leverage HP's 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
CIO's, typical objectives, measures, metrics.
Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that
ensures profitability for HP
Opportunity Qualification, Development and Closing
Assesses 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-targeted
solutions to generate customer acceptance, develop internal HP buy-in, and wins the deal
Knowledge Transfer
Establishes HP' technical credibility with customers, educates account teams in area of specialization,
and provides an interface between HP and its customer base
Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and
integrate specialist-selling seamlessly within an overall account strategy
Customer Relationship Management
Demonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's
account presence
Margin Management Support
Supports maintenance of the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational
Collaboration
Minimum: 3000 USD.
Ha Noi

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 HP's 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, marketing
Critical Competencies to Drive Business Results:
Opportunity Qualification
Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-
out" status
Solution Planning/Formulation
Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to
contract sign-off
Deal Advancement & Closing

5. Negotiates and drives deals to ensure successful closes and high win rates
Client Technical Education/Assistance
Establishes HP's technical creditability and solution capability within customer's Information Technology
(IT) organization through education & assistance
Pipeline Management
Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near-
and long-term opportunities
Prioritizing Accounts/Focusing
Supports sales strategies and activities that effectively and efficiently target HP's efforts and resources to
closeable wins
HP Sales Productivity Tools/Processes
Systematically applies HP sales planning & productivity tools/processes to manage work
Resource Optimization
Applies partner and internal resources effectively and efficiently to advance sales opportunities
HP Sales Initiatives/Goals
Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales
activities
Solution Acumen
Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily
integrates/applies these perspectives to solving business needs
Influencing
Demonstrates the ability to lead, manage or enlist the support of others in the absence of formal authority
Minimum: 2000 USD
Hanoi
4. Sales client principal V – expert level ( 1 vacancy)
Proactively manages portfolio of Consulting & Integration (CI) business in an assigned client base driving
profitable business growth and development of the client partnership.
· Works with the client to define & maintain the client's 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 and
buy from
· Proactively develops engagements which are typically multiple technology content, CI and HP
Services (HPS), with a high Solution Opportunity Approval and Review (SOAR) overall risk rating. Mix of
fixed price and T&M deals (Mainly fixed priced). Complexity in negotiating and managing terms and
conditions.
· Recognized authority in relevant solution or industry knowledge. Understands multiple HP Business
Unit (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 customer
functions/departments.
· Builds partnership as a trusted advisor in Information Technology (IT) solutions.

6. · Employs a consultative selling approach to develop compelling business cases to differentiate and
highlight the value of CI solutions.
· Competently able to engage with client leadership executives Core I/O Only(CIO), functional business
managers 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 CI
delivery team to ensure successful engagement delivery.
· Oversees the client portfolio of CI business throughout the project lifecycle. While the SCP is not the
delivery lead, they support the team in governance and escalation.
· Leadership relationship with domestic CI delivery organization and domestic supporting HPS functions
Executive 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 Manager's to ensure engagements are delivered on time, within budget
and 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 development
best 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 based
environments (hibernate or similar)
- Use of unit testing (JUnit) as part of development practices
Preferred 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 or
similar technologies)
· Application servers and web apps Jboss/tomcat
. Spring framework / Spring Security
. Familiar with development of Web Services
Minimum: 3000 USD.
Hanoi.