A&PS Business Development

Hewlett Packard Enterprise•All, MI

7d•Remote

About The Position

Hewlett Packard Enterprise is seeking an A&PS Business Development professional to drive growth by developing new business and finding new ways to grow existing revenue. The role leads deal-pursuit teams in preparing and communicating customer business cases and proposals, guiding pursuit and account teams through opportunity creation, strategic planning, deal qualification, and development of services value propositions. It contributes innovative ideas and business-value selling expertise, and develops and executes growth plans for a geographic or service business area, with accountability for revenue and order targets. The role also builds demand-generating funnels in partnership with marketing and sales. At the Master level, this role provides recognized authority and expertise in relevant subject matter, contributes innovative principles and ideas, and develops highly innovative solutions for complex business needs. It leads large, cross-division functional teams or projects, provides mentoring and guidance, exercises independent judgment, and develops strategy and functional policy. It acts as a functional manager within its area of expertise but does not manage employees as a primary job function. The position is designated Remote/Teleworker, meaning the employee will primarily work from home. HPE describes its culture as inclusive and flexible, and offers benefits intended to support physical, financial, and emotional wellbeing, as well as career-development programs.

Requirements

Typically 10 or more years of experience in the services industry.
Typically 3 or more years of experience developing new business opportunities with clients.
Advanced opportunity prospecting, market research, and analysis skills.
Experience with pursuit strategy planning, client executive engagement, interest generation, sales, and opportunity building.
Skills in qualifying and developing large-deal opportunities, due diligence, positioning, deal shaping, and deal advancement.
Business-case development and consultative sales-support skills.
Ability to educate clients about custom services and influence large account teams.
Knowledge of company solutions and industry alignment, and of partner capabilities.
Consultative selling skills, including analysis, solution selling, and relationship building.
Strong leadership skills, C-level partnering, resource optimization, and prioritization.
Knowledge of vertical-industry concepts, processes, trends, and pressures.
Sales skills including negotiation, proposal development, and account planning.
General business acumen and financial savvy to meet financial targets.
Advanced knowledge of company services products, a vertical industry, a service business area, or a solution specialty; awareness of the broader company portfolio and its value.
Strategic thinking and planning, including the ability to create value propositions.

Nice To Haves

Advanced university degree preferred.
Experience developing new business opportunities with clients at the CxO level is preferred.

Responsibilities

Use market research to focus pursuit time, resources, and effort on winnable opportunities.
Qualify large opportunities for active pursuit based on probability of success and allocation of company resources.
Develop client relationships and maintain the company's credibility through persuasion and education over lengthy deal cycles.
Position the company early in deals to influence client strategy and shape RFP requirements toward the company's strengths, working toward sole-source opportunities.
Develop and champion business justifications for company services and support successful engagements through critical case review.
Educate and engage account and delivery stakeholders on company solutions, deal requirements, and challenges to support effective RFP/RFI responses, successful closes, and client satisfaction.
Craft pursuit strategies to guide account-team activities across lengthy sales cycles.
Lead and manage a virtual team across the geographic area to drive business-development activities and regularly report growth progress.
Coach and mentor others.
Develop and execute growth plans for a geographic or service business area, with accountability for revenue and order targets.
Build high-quality demand-generating funnels in partnership with marketing and sales.
Lead deal-pursuit teams in preparing and communicating customer business cases and proposals.