Business Development Manager

Business Development Manager

This role has been designed as 'Hybrid' with an expectation that you will work on average 2-3 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.

:

HPE Aruba Networking requires an experienced Network as a Service (NaaS) Business Development Manager. This role will work across the Asia Pacific and Japan region selling HPE's GreenLake for Networking (GLFN) solutions. You will work very closely with incountry account teams and HPE partners to identify, develop, progress and win NaaS opportunities; and an integrated sales effort with HPE GreenLake solutions. You will need to have a track record of successful selling; either (1) Preferred: NaaS solution sales; or (2) Managed Networks sales; or (3) Managed Services sales. It is highly desired experience in working across multiple countries and customer cultures including some or all of: Japan, Australia, SouthEastAsia, India and/or South Korea. As the specialist leading the sales success of HPE's GLFN NaaS solutions you will highly integrated into the HPE strategy of "everything as a service" - working cross functionally to collaborate and sell networking with HPE GreenLake solutions; and deeply integrated into the GTM activities of each country to engage customers, identify NaaS requirements, develop these into opportunities, progress & win these sales with HPE Aruba Networking partners and the account management team.

As the specialist you will guide/coach the account team on developing a value proposition tailored to each customer. You role will be to Lead, Follow, Coach and be part of the Team through to winning the opportunity… then look to develop and expand install base customers for up/cross selling opportunities. You will be tenacious and relentless at identifying and developing business - never giving up; you will have the right chemistry and EQ to work with team to bring them along to success and winning - We before Me; you have the right ability to coach, be humble and ensure harmony for the best outcomes of the Customer, Partner and our own team - Customer First. Your knowledge of other network vendors and their methods of solutioning NaaS is highly desirable as these insights are needed to coach.

Planning & Executing for success - you will understand, practise and lead basic planning and execution of sales success including:

• Solutions sales planning including GTM requirements
• Account planning
• Marketing campaign planning for EndUser awareness & opportunity creation
• Partner market development funds (MDF) investment planning and execution.
• Countering competitors
• Sales hygiene including SFDC management, pipeline creation and forecasting accuracy.

Responsibilities:

• Responsible for creating and driving their HPE GLFN NaaS sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding Business Development and solution expertise.
• Establish a professional, working, and consultative, relationship with the client at CIO and CFO level by developing a core understanding of the unique business needs of the client within their industry.
• May invest time working with and leveraging external partners to deliver sale.
• Directs or coordinates supporting sales activities.

Education and Experience:

• University or Bachelor's degree / directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Skills in project management & complex customer account & sales planning.
• 2-3 years of NaaS or Managed Services sales in the mandatory requirement.

Knowledge and Skills:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Understands how to leverage the company's portfolio and change the playing field on our competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Impact/Scope:

• Works on the company's larger accounts.
• May perform project management role.
• May invest time working external partners.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
• May develop business plan in conjunction with customer.
• Typically assigned higher than average quota.

Complexity:

• May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
• Accounts may be international or global.
• Orchestrates the regional pursuit resources for the account.
• Typically assigned higher than average quota.
• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
• May perform project management role.
• Coordinates external partners.

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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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.

Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 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:

Sales

Job Level:

Expert

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.