Lawrence Thompson Mop Mor
Global Greenlake Pricing Manager @Hewlett Packard Enterprise
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WORK HISTORY
Global Greenlake Pricing Manager @Hewlett Packard Enterprise
GB
Reporting to GreenLake Pricing Enablement & Tools ManagerHPE $28B Rev GreenLake Annualised Rev Run Rate $1.3B UK Rev 48% Growth employeesHPE GreenLake (GL) is a portfolio of cloud & as-a-service solutions that helps simplify & accelerate business. Delivers a cloud consumption experience wherever apps & data live – edge/data centre/colos/public cloudsRole created to ensure new GL Solutions are enabled for GreenLake Flexible Quote (GLFQ) custom tool, used for 95% of GL quotes & ordersPricing enablement: • New Solution Introductions• As A Service Introductions• New Offering DevelopmentsUnderstand how new solutions work & interact with HPE BU’s & GLFQ, Identify GLFQ enhancements, liaise with Dev Team so Solutions can go liveGLFQ integrates all HPE BU’s into a GL Solution Quote:• Advisory & Professional Services• HPE Managed Services• HPE Services• Cloud Module Solutions• HPE HW & Storage BU’s• BOMs & Order Booking• Legal Contracts• 3RD Party, OEM & HPE SW• HPE Financial Services• Finance/Business ComplianceKey Responsibilities• Lead Pricing enablement, highly complex, time sensitive GL solutions up to 10 concurrently• Ensuring GLFQ compatibility, Legally Binding Quotes, Deal Governance, Order Booking & any enhancements• Support Product/Program Management (PM) driving new solutions • Ensure Pricing Units of Measure/Billing Tiers are fit for purposeo Consumption meteringo Reserve/On-Demand usage from Start to End stateo Term period, 3 to 5 years.o Scaling HW & SW licensing• Training global GL Solution Architects• Aiding PM create rate cards/indicative global pricing based on: o Competitor pricingo Cost plus/List Price downo Customer value propAchievements:• Promoted from Specialist to Master• Key Solutions delivered: o Anthoso VMaaSo CaaSo MLOPs o EHR EPICo MS Azureo RedHato VMware VCF o Nutanixo SAP Hana/HECo PAYG SWo PCE+Edgeo Commvaulto Citrix & Horizono Mission Critical Storageo NonStopo Nvidia HW/SWo HPC
EDUCATION
University of Thames Valley
Business Studies
ABOUT LAWRENCE THOMPSON MOP MOR
An international pricing leader who builds and drives pricing strategy at an executive level. Enhances successful performance through tactical deployment, technical expertise and a strong record of accomplishment. Excellent communicator with first class interpersonal skills who thrives on complex challenges. Understands and implements strategic propositions, delivers results through competitive positioning against existing local, regional, global and new entrant competitors, in line with agreed profit and growth targets. Bid & tender programme specialist who translates complexity into presentable simplicity. Extensive customer facing experience supported by strong project management skills ensuring on-time delivery. Versatile multi-functional head that excels where an organisation requires rapid change i.e. growth, acquisition, merger or where profitability enhancement is a key: margin improvement, cost reduction & channel development. Go to market Strategies- Brand; Premium, Standard, Value – Channels; direct, telephone, third party, public sector, online – Segmentation; Industry, B2C, B2T, B2B (SME, medium, large corporate & public sector buying behaviours). Leader in both Matrix and large team environments of up to 45 reports comprising of professionals, subject matter experts and specialists. Also an operational head of function across disciplines covering whole business cycle. Results orientated management approach that delivers tangible results exceeding expectations through development of teams, tools and processes using organisational vision, strategy and culture. Mentor and developer of teams of people, systems, processes and procedures that optimise performance. Sets clear objectives and targets, which enable effective management, monitoring and delivery. Designer, creator, implementer and user of pricing, credit and collection tools for local, regional and global use. Qualified: PRINCE2 Project, MSP Programme, MOP Portfolio & MOR Risk Specialties: Brand Pricing strategy, Pricing development, Pricing insight, Pricing function creation, Price elasticity, Price stickiness, Pricing & authority matrix, Pricing Tool creation & development, Pricing databases, Pricing margin & Pricing List discounting, Pricing bids, Pricing tenders, competitive pricing, Profit maximisation & optimisation, Risk identification, quantification & exposure, Risk mitigation, Team Management, International management, Product construction, Customer & contract negotiation
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