Description -
Job Summary:
This role is responsible for driving customer transformation on Global Tier 1 accounts by shaping innovative software and solution strategies from the earliest stages of the sales cycle. The role serves as a trusted customer-facing advisor, partnering closely with clients to define their transformation journey, articulate desired outcomes, and architect global solutions that deliver measurable business value. The individual brings deep industry expertise and competitive intelligence to every engagement, ensuring HP is consistently positioned as the most innovative and compelling choice — and that every deal is won on the strength of a superior solution. This is a highly visible, externally focused role with global scope — building scalable, repeatable solutions across international markets.
Responsibilities
Engages early and strategically in the customer lifecycle — from opportunity identification through solution shaping — to influence client vision, define transformation roadmaps, and position differentiated software and services solutions that drive business outcomes.
Serves as the primary customer-facing solution leader for Global T1 accounts, building trusted advisor relationships with CXO, IT, and business executives; translating complex business challenges into clear, outcome-driven technology strategies.
Leads customer transformation conversations, aligning solutions to clients' strategic priorities, identifying measurable success metrics, and ensuring every engagement is anchored to business value and long-term impact.
Owns the win strategy from a solution perspective — ensuring HP enters every deal with the most innovative, differentiated, and competitive solution on the table. Actively shapes proposals to maximize HP's competitive advantage and minimize gaps that could cost the deal.
Brings deep industry expertise to every client engagement, demonstrating a thorough understanding of the client's sector, business drivers, regulatory landscape, and industry-specific challenges — positioning HP as a strategic partner, not just a vendor.
Maintains sharp competitive intelligence, continuously tracking competitor strategies, offerings, and positioning. Uses this knowledge to proactively differentiate HP's solutions, address competitive threats early, and ensure HP is always favorably positioned in competitive evaluations.
Architects and champions global solutions, designing scalable and repeatable frameworks that can be adopted across geographies and business units to address enterprise-wide needs.
Drives solution strategy and solutioning excellence across cloud, SaaS, and modern software platforms — leading cross-functional teams to deliver integrated, end-to-end solutions tailored to each client's unique environment.
Shapes and influences client requirements proactively, integrating value-added services and innovation levers to differentiate HP's offerings and maximize client outcomes.
Leads commercial and technical engagements, including client workshops, solution briefings, and executive presentations; acts as the solution anchor during negotiations and contract definition.
Builds and communicates a compelling vision for digital and business transformation in partnership with clients, peers, and partner ecosystems — collaborating to define future-state architectures and desired service models.
Participates in global account planning, driving strategic alignment across geographies and directing organization and partner teams toward unified solution approaches.
Evaluates and integrates third-party vendors and solutions that complement and extend HP's portfolio to deliver best-fit outcomes for clients and strengthen the overall competitive position of each proposal.
Identifies and mitigates solution risks early in the engagement cycle, ensuring proposals are technically sound, commercially viable, and operationally deliverable.
Provides mentorship and strategic guidance to solution architects and technical team members, elevating the overall quality, competitiveness, and consistency of solution delivery.
Education & Experience Recommended
Degree in Computer Science, Engineering, Business, Information Technology, or related discipline — or equivalent work experience.
8+ years in presales solution architecture, consultative selling, or transformation advisory roles, with proven experience on global enterprise or Tier 1 accounts.
Demonstrated track record of winning competitive deals through superior solution positioning and customer-centric engagement.
Preferred Certifications
TOGAF (Enterprise Architecture)
AWS or Microsoft Azure Solutions Architect
ITIL v4 (Service Management & Transformation)
Lean Six Sigma (Process Optimization & Innovation)
Certified Technology Sales Professional (CTSP)
Knowledge & Skills
Solution & Transformation
Solution Architecture & Presales for Enterprise Accounts
Customer Transformation & Outcome-Based Solutioning
Cloud & Hybrid Infrastructure (AWS, Azure)
SaaS, Managed Services & As-a-Service Business Models
Workflow Automation & Intelligent Document Management
Print & Digital Workplace Transformation
Security & Compliance in Managed Services Environments
Customer & Industry
C-Suite & Executive Engagement
Industry Expertise across key verticals (Financial Services, Healthcare, Public Sector, Manufacturing)
Competitive Intelligence & Win Strategy
Customer Success & Value Realization
Global & Innovation
Global Account Planning & Cross-Geography Solutioning
Innovation Frameworks & Emerging Technology Adoption
Partner & Ecosystem Management
Salary:
The on-target earnings (OTE) range for this role is $133,950 to $185,000 USD
annually with a 80%/20% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.
Benefits:
HP offers a comprehensive benefits package for this position, including:
* Health insurance
* Dental insurance
* Vision insurance
* Long term/short term disability insurance
* Employee assistance program
* Flexible spending account
* Life insurance
* Generous time off policies, including;
* 4-12 weeks fully paid parental leave based on tenure
* 13 paid holidays
* Additional flexible paid vacation and sick leave (US benefits overview
[https://hpbenefits.ce.alight.com/])
The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.
Job -
SalesSchedule -
Full timeShift -
No shift premium (United States of America)Travel -
25%Relocation -
Equal Opportunity Employer (EEO) -
HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.
For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"