Financial Consultant

The Financial Consultant is to be based regionally in Singapore, with approximately 25 to 50% travel supporting the field sales teams and channel partners. Recognized as a trusted advisor and expert in the graphic arts industry, you will be required to understand and support the needs of HP customers, channel partners, and our sales force to meet or exceed revenue, profitability, market share, and other business goals. Working with the account teams, you will be responsible for helping both current and prospective customers determine the financial benefit of using HP Indigo and PageWide Web Press Solutions. You will also influence the overall account management and business planning consultation.

As a Financial Consultant, you will be recognized as an expert in the use and support of appropriate tools and applications made available to the field and customers. Having aggressive revenue goals balanced against a tremendous market opportunity with the broadest and most unique portfolio in the industry. You will be expected to interact with varying levels of management inside each of your existing/prospective customer accounts, as well as with senior management inside HP directly. You will work closely with the region sales, marketing, and category teams to set and align appropriate business objectives and track monthly/quarterly progress against those objectives.

Responsibilities

Opportunity Analysis

• Gathers and assesses customer needs, both business and technical.
• Identifies areas of opportunity within our customers' business.
• Understands corporate and site-specific parameters, requirements, and constraints.
• Identifies the steps of engagement and deployment of the solution.
• Understands and plans for "at-risk" areas of the project or engagement.
• Understands and evaluates potential competitive risk and leverages HP and Partners' products and solutions to differentiate the HP solution.

Solution Planning and Design

• Architects an appropriate business solution to meet the customer's current and future needs.
• Investigates and optimizes the solution to fit the above requirements.
• Adapts solution analysis to new and changing customer and industry requirements.
• Establishes the solution validity and required components using real-world examples and case studies to support the analysis.
• Identifies the growth path and scalability options of the proposed solution.
• Anticipates potential challenges and risk factors associated with the solution analysis.
• Actively identifies opportunities to assist peers in areas of expertise (e.g., writing white-papers, training, and other support).

Client/Customer Relationship

• Maintains excellent relationships and lines of communication with customers' executive management teams throughout the region.
• Represents HP as an Industry expert with customers and links this to associated technologies.
• Advances opportunities through the use of effective consultative selling techniques.
• Builds customer loyalty through being a trusted advisor.
• Partners effectively with others in the account and extended teams to ensure business growth and positive customer experience.
• Communicates and articulates the details information gained internally as appropriate.

Team Collaboration

• Actively supports the account team with solution advice, proposals, presentations, training, and other tools and assistance.
• Analyses and provides support to deals in the pipeline where needed.
• Transfers knowledge to Presales peers via mentoring and driving peer education programs.
• Understands the roles and effectively engages other teams and resources within HP and partners.
• Identifies overlooked opportunities and proactively drives engagement.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the end-to-end solution and business implications.

Education and Experience Required

• Bachelors or above degree in business or technical concentration, or equivalent combination of education and experience.
• 8-12 years’ experience in technical consultative selling and/or account management.
• Over 4 years’ experience specific to corporate finance/accounting.
• Knowledge and experience within the printing or consumer products industry.
• Experience in vertical industry preferred.

Knowledge and Skills

Technical/Solution Acumen

• Demonstrates a broad knowledge of HP's technology & solutions, with deep expertise in area of specialization and related technologies.
• Knowledgeable in competitive products and solutions.
• Links HP solutions with data business center needs to drive customer value.
• Applies broad understanding of technical innovations & trends to solving customer business problems leveraging HP and Partner solutions.
• Experience with process improvement / project management.
• Experience with Direct and Indirect (Channel) sales.
• Proven ability to work as the lead for large multifaceted projects.
• Advanced Excel and database programming experience, Power BI is a plus.
• Extensive Financial Acumen, and the ability to discuss interpret key financial metrics.

Business Acumen

• Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers.
• Creates solutions that creatively address customer value chain and business requirements.
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
• Appropriately tailors communications to varying levels of customer management.

Industry Acumen

• Extensive level of industry acumen; keeps current with trends and able to converse with clients on issues and challenges.

Solution Selling

• Demonstrates strong communications skills with executive managers, as well as C-level executives.
• Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for HP.