At HPE, we bring together the brightest minds to create breakthrough technology solutions and advance the way people live and work. Our legacy inspires us as we forge ahead dedicated to helping our customers make their mark on the world.
We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time. You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?
WW Business Development role will be responsible for driving GreenLake business growth by developing new business as well as working the most innovative and complex opportunities. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying deals, and developing and substantiating the GreenLake value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for GreenLake solutions. Devises and executes a growth plan that meets business goals for the NA market. Builds high-quality funnels that generate customer demand in partnership with marketing and sales.
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.
Provides the innovative insights and technical expertise required to define, shape, design, and cost-out winning GreenLake complex multi-country solutions
Establishes credibility with the customer Addresses unique factors that need to be considered in the proposed solution design
Crafts solutions that respond to customer business and financial requirements, using both standard and custom design architectures
Actively educates account sales on the motions, benefits, and strategies of effective service-selling
Participates in customer and internal presentations to advance solutions
Shares lessons learned and innovation achieved in the field with Service Development teams to influence the HPE GreenLake solution portfolio
Participates in deal negotiations to protect the integrity of the solution and to counter competitive claims
Collaborates, communicates with, and navigates effectively across internal functions, geographies, BUs, and virtual teams
Articulates HPE value propositions, competitive differentiators, and business/financial benefits of solutions at all levels of the customer organization
Demonstrates skilled use of financial and capital investment concepts in justifying solutions that create business value for the customer.
Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions.
Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value.
Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management.
Demonstrates strong communications skills with customer management, as well as C-level executives.
Leverages deep understanding of the competition - both positioning strategy and technology - to create a competitive advantage for company.
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.
Opportunities - large deals.
Due diligence skills, positioning and deal-shaping.
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.
Creates the value proposition.
We offer –
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
An amazing life inside the element! Want to know more about it?
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