Job Summary:
The Solution Principal is responsible for understanding mission, business, and technical requirements of Lenovo NetApp customers, creating a Lenovo NetApp services solution that articulates methodology, technical scope and pricing, driving deal closure, and drive professional service growth.The position requires an in-depth knowledge of professional services, skills articulating the value proposition of Lenovo NetApp professional services solutions, and the ability to develop detailed solutions that includes scope of work, level of effort, financial, technical, and legal components, and drive professional service growth. Candidate will be focused towards working with account teams, building relationships with IT executives and senior management, key decision makers, and technology influencers.

Responsibilities:
- Create and maintain customer relationships with senior and executive level customer leaders
- Builds and influences relationships with Sales Representatives, Systems Engineers, Consulting Systems Engineers, Lenovo NetApp Technical Support, Operations, and Professional Services Managers
- Achieves trusted advisor relationships with the account teams and customers
- Is a member of the account team and actively drives the identification, qualification and fulfillment of Professional Services opportunities, converting them into bookings
- Assists to establish sales and account strategies, and positions professional services to deliver an end-to-end solution
- Builds profitable services engagements by following defined quality assurance mechanisms to identify correctly establish scope and level of effort
- Fully positions and assists in the sale of consulting services to small, medium, and large enterprise customers, putting large consulting deals together
- Manages complex consulting services through engagement sales cycles
- Proactively determines business requirements, understands critical success factors, internal capabilities, timelines, and current infrastructure to successfully position projects/programs
- Spends 75% or more of time in pre-sales positioning, scoping, sizing and crafting deals
- Is trusted advisor to account teams on structuring, articulating, and delivering a strong professional services value proposition into accounts
- Coordinates with professional services delivery teams on their accounts with regards to understanding and meeting customer needs
- Is accountable and responsible for professional services growth in China
- Presents proposals and consulting solutions to customers and account teams
- Negotiates service deals with customer to achieve an acceptable and favorable commercial position for Lenovo NetApp
- Accountable for accuracy of sizing and scoping services deals
- Accountable for pricing deals to targeted margin levels
- Participates in account planning sessions and leads the services components of account planning to identify and build consulting and services opportunities
- Accountable and responsible for the identification, qualification and forecast reporting of all professional services opportunities
- Coordinates the pre-sales and post-sales transition process by working with professional services teams to deliver and transition detailed statements of work to the delivery team

Qualifications:
- Strong background in professional services sales and delivery with customer facing professional services sales experience
- Has strong working knowledge of complex professional services offerings and solutions
- Ability to interface at senior management level and above
- Has strong working knowledge of Lenovo NetApp technology and solutions
- Data storage or systems integration/management experience
- Extensive experience managing large billable projects for external customers
- Excellent ability to communicate effectively, both verbally and in writing
- Strong technical acumen, sufficient to understand the technologies and technical issues involved with the Lenovo NetApp product portfolio and heterogeneous customer environments
- Ability to define problems, collect data, establish facts, and draw valid conclusions
- Ability to interpret a variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables
- Ability to translate moderate to complex storage solutions or strategies into simple to understand clear concepts and objectives for project execution
- Solid presentation skills required
- Experience with Enterprise customers
- Experience in driving professional service business

Education and Experience
? Bachelor's degree (B.A.) from a four-year college or university, or equivalent education and experience is required. An MBA is preferred.
? 8-10 years of experience as a Service Deal Shaper, Consultant, Architect, Project Manager, or similar role
? Data storage or systems management experience

上班地址：深圳市南山区海德一道88号SCC中洲控股金融中心A座7楼