NA A&PS Business Development Lead

NA A&PS Business Development Lead

  

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 varied 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:

   

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.

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 7+ years of experience in Business Development and 3+ years in developing new business opportunities with clients in services industry, preferably with the CxO level.
• Experience with Advisory and Professional Services preferred

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 kn