HP posted a job you might be interested in April 30, 2014 at 07:00PM

HP



Business Development Executive

Washington D.C. Metro Area, US - Information Technology and Services

HP Enterprise Services US Public Sector Sales organization has an immediate need in our Herndon, VA office for a Business Development Strategist. In this role, you will focus on developing business with the United States Postal Services. This individual will also leverage existing relationships within the Postal Services, build new relationships and sell the advantages of HP practices. This will include focusing on building pipelines, identifying and qualifying prospective work and assisting in the capture of new deals.

Roles/Responsibilities:

Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
• Identifies business value creation implications

• Identifies customer-wide IT and business parameters and constraints that impact the solution

• Identifies probable competition and evaluates relative HP strengths

Client/customer relationship

• Builds strong professional relationship with key IT and LOB executives at the US Postal Service

• Communicates the value of HP technology in business terms

• Continually builds & reinforces client's perception of HP as a credible partner

• Understands and addresses CxO issues in relevant business terms

• Applies strong consultative techniques to advance opportunities for HP Enterprise Services
• Is perceived as a trusted advisor by the customer

• Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Account team collaboration
• Actively participates with the account team in account and opportunity planning on the United States Postal Services Account

• Assists the account team with solution advice, proposal content, presentations, and other customer communications during pursuit

• Transfers knowledge to account team

• Understands the roles and effectively utilizes other teams and resources within HP and partners to promote HP Enterprise Services

• Applies Client knowledge and operational knowledge to identifying overlooked opportunities within the account

Scope and Impact
• Contributions have major impact within HP Enterprise Services and strong impact on HP's business

• Analyzes and leads the early opportunity identification for the US Public Sector Civilian Sales team.

Industry acumen

• Extensive level of US Postal Service Services acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management

Qualifications

• Bachelor's degree; Masters degree preferred, in technology or Business Administration

• Typically 12+ years experience in technical consultative selling and solution/account management

• Business and/or Technical experience in the US Federal industry

• 7-12 years experience in project/program management

• Appropriate industry or career certifications

• Successful track record developing and selling services into the federal government and understands the internal process.

• Extensive contacts and networks within United States Postal Services at a high level is preferred

• Experience selling into federal civilian agencies is required

• Must have intimate knowledge of the selling cycle associated with federal government contracting.

• Demonstrated ability to work collaboratively and to build successful alliances and teams

Strong project management skills

• Proven track record of winning Federal IT contracts

• Excellent communication skills and the ability to work within a matrix environment

No salary provided



Posted April 30, 2014 at 07:00PM from LinkedIn http://ift.tt/1o3N6Mg

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