HP posted a job you might be interested in July 21, 2014 at 11:32AM

HP



Strategic Business Development Consultant

Hong Kong, HK - Information Technology and Services

• 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 HP’s resources

• Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client’s perception of HP as a credible partner through active persuasion and education

• Consultatively & proactively positions HP early in deals to influence client strategy and shape deal Request for Proposal (RFP) requirements towards HP’s strengths. Move towards Sole Source.

• Develops and champions the business justification for HP services to ensure a successful engagement based on critical case review

• Actively educates & engages with others External Active Monitoring (EAM)s, Corporate Business Manager (CBM)s, Account team, Engagement Managers, Solution Architects, etc.) on HP Services (HPS) business solutions, deal requirements & challenges to facilitate effective RFP/Requests for Information (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

• Assigned to develop one or more business areas with target revenue growth ~>$50M (sizing numbers may vary by business measures & geographies)

• Frequently participates in representing the organization to other businesses within HP and to external customers/clients.

• Acts as an expert providing direction and guidance to process improvements and establishing policies.

• Frequently contributes to the development of new ideas and methods.

• Drives executive engagement for HP’s capabilities and lays the groundwork for commitment and planning



Qualifications
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 Required:



• 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 HP Solution and Industry alignment

§ Capabilities of HP’s partners (range and type)

§ Consultative selling (analysis, solution selling, relationship building)

§ HP Sales knowledge

§ Strong leadership skills

§ C-level partnering, resource optimization, prioritizing

§ Solution Skills – vertical industry core concepts, processes, trends, pressures, etc.

§ Sales Skills – negotiating, proposal development, account planning

• General Business Acumen

§ Financially savvy to meet financial targets

§ Advanced knowledge of HP service product, particular vertical industry, particular service business area, or solution speciality

§ Knowledge & awareness of total HP portfolio at value add level

§ Strategic thinking/planning

§ Creates the value proposition



No salary provided



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