Global Business Development Lead for Complex Edge Networking
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.
Who We Are:
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
Job Family Definition:
Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. Devises and executes a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.
Management Level Definition:
Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
Responsibilities:
- Leverages market research to intelligently focus pursuit time, resources and effort on winnable opportunities.
- Rigorously qualifies large opportunities for active pursuit based on the probability of success and the intelligent allocation of the company's resources.
- Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client's perception of the company as a credible partner through active persuasion and education.
- Consultatively & proactively positions the company early in deals to influence client strategy and shape deal (RFP) requirements towards the company's strengths. Move towards Sole Source.
- Develops and champions the business justification for the company services to ensure a successful engagement based on critical case review.
- Actively educates & engages with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements & challenges to facilitate effective RFP/RFI responses, successful closes and client satisfaction.
- Crafts pursuit strategies that masterfully guide account team pursuit activities across often lengthy sales cycles.
- Leads and manages a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth.
- Acts as lead for coaching/mentoring.
Education and Experience Required:
- Typically 10+ years in the Services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level.
- Advanced University degree preferable.
Knowledge and Skills:
- Advanced Opportunity Prospecting.
- Market research & analysis.
- Pursuit strategy planning/building.
- Client executive engagement & interest generation.
- Sales and Opportunity Building.
- Qualification & development of new .
- Opportunities - large deal .
- Due diligence skills, positioning and deal-shaping.
- Deal Advancement.
- Business case development.
- Consultative sales support.
- Custom Services Education.
- Client awareness creation, large Account Team influencing and enlistment.
- Ensure we have the company solution and Industry alignment.
- Capabilities of the company's partners (range and type).
- Consultative selling (analysis, solution selling, relationship building).
- The company sales knowledge.
- Strong leadership skills.
- C-level partnering, resource optimization, prioritizing.
- Solution Skills such as vertical industry core concepts, processes, trends, and pressures.
- Sales Skills such as negotiating, proposal development, and account planning.
- General Business Acumen.
- Financially savvy to meet financial targets.
- Advanced knowledge of company service product, particular vertical industry, particular service business area, or solution specialty
- Knowledge & awareness of total company portfolio at value add level.
- Strategic thinking/planning.
- Creates the value proposition.
Additional Skills:
Accountability, Accountability, Action Planning, Active Learning (Inactive), Active Listening, Bias, Business, Business Development, Business Growth, Business Planning, Coaching, Commercial Acumen, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Relationship Management (CRM), Data Analysis Management, Data Collection Management (Inactive), Data Controls, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity (Inactive) {+ 8 more}
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job:
Services
Job Level:
Master
States with Pay Range Requirement
The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.
USD Annual Salary: $130,500.00 - $300,000.00
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .
What We Do
In 1939, Bill Hewlett and Dave Packard, college friends turned business partners, started the original Silicon Valley startup in the space of a rented Palo Alto garage. Starting with audio oscillators, the friends built the foundation for a company that would grow to become a global leader in enterprise technology.
More than 75 years later, our success is exemplified through our employees’ drive to advance ideas that bring meaningful innovations to life for our customers and partners around the globe. We are guided by our mission to help customers use technology to turn ideas into value, and empower them to transform industries, markets and lives. We simplify Hybrid IT, power the Intelligent Edge and provide the expertise to make it all happen.
