HP
Software Presales Business Development Manager
Hungary, HU - Information Technology and Services
Today 96% of the FORTUNE 50 and Financial Times Global 50 run their IT on HP enterprise software. So do 94% of the world’s largest banks, 88% of the world’s largest retailers, and nearly 90% of the world’s largest electric and power companies. Every day, HP software helps IT organizations and Lines of Business perform better.
As Business Development Manager for the Central/Eastern/Israel Region (CEE&I), you will work with CIOs, CTOs, LOB leaders, IT specialists and HP presales and sales team to create HP Software opportunities and drive them through the sales cycle from understanding customer business, positioning the solution and driving the opportunity up to closing.
Your Business, Sales and Technology knowledge and credibility is critical to helping accelerate the sale of strategic and must-win deals .
You will continuously engage customers in strategy discussions to track their business direction, understand their investment priorities, and identify emergent opportunities prior to their solution requirement definition using consultative selling skills, business acumen, influencing skills and relationship building skills.
You will work closely with account teams to define account strategies, and align consultative activities with strategic account plans, mapping customer business drivers to HP Software solutions to ensure common messaging by sales account teams throughout the sales cycle using solution knowledge, knowledge transfer/communication skills and sales planning skills.
You will continuously prospect and expand opportunities driving value proposition workshops and tailoring value propositions that resonate with customer needs from a business value perspective.
You will build, monitor and orchestrate sales pipelines to ensure continuous population of near- and long-term opportunities , balancing account priorities to ensure near-term wins with what is required for successfully closing on deals with longer sales-cycles, using sales plan development skills, business acumen and selling skills.
You will Build HP Software BSM market position by locating, developing, defining, negotiating, and closing business relationships.
Job Responsibilities:
Candidate must be capable of leading sales opportunities with sales executives and partners, managing responsibilities that include:
Generate Pipeline:
- Understand the customer's business problem, need, or opportunity and design a BSM based solution that appropriately addresses the business problem.
- Qualify HP Business Service Management opportunities and ‘selling’ “the need for and value of” HP Software to target customers
- Apply business management and financial concepts and general aspects of business contracts. Use this knowledge to analyze business needs and develop meaningful recommendations.
- Stay constantly attuned to emerging technologies and recommend business direction based on those technologies.
Market Evaluation:
- Identify related needs (lead generation, opportunity expansion…)
- Identify customer-wide IT parameters and constraints that impact HP’s BSM solutions
- Identify probable competition and evaluate relative HP strengths
- Anticipate and plan for competitive threats
Knowledge Deployment:
- Enable and coach partners. Act as mentor and develop skills in the partners’ sales and BDM community.
- Analyze and provide support to deals in the pipeline as appropriate
- Transfer knowledge to account team
- Understand the roles and proactively engage other teams and resources within HP and partners
Leadership
- Lead the pipeline generating activities and drive Pipeline lifecycle with Sales Account Managers and Marketing Manager
- Orchestrate Market Evangelization Activities around HP Software BSM portfolio
- Deliver Keynote presentations in Key HP and Partner events in the CEE&I region
- Work with Analysts and Media to promote HP Software BSM portfolio
- Assist in developing and maintaining strategies that result in efficient and effective use of HP’s BSM portfolio by our customers.
- Gather and assess customer needs, both business and technical; work with customer IT and LOB management to develop an accurate understanding of business needs and related issues
- Drive Account Planning Activities with Sales and Presales, Identify the growth path , scalability options and implications for customer IT strategy and/or related
- Build strong professional relationship with key IT and LOB executives across the CEE&I Region
- Understand and address CxO issues
- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with HP's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force Sales Development
- Actively participates with the account team in account and opportunity planning across the Region
Customer Focus:
- Understands the customer procurement processes and knows key decision criteria for winning new and / or maintaining existing business
- Approaches selling from a business solution perspective to ensure that HP products and services accurately address the customer/client's true business need in terms of type, scope, level
- Advance opportunities through the use of effective consultative selling techniques
- Build customer loyalty through being a trusted advisor
- Partners effectively with other colleagues in the account to ensure problem resolution and customer satisfaction
Qualifications
Education and Experience
- Bachelor‘s degree in Computer Science, Engineering or other relevant discipline required; Master or higher level degrees preferred
- 10 + years’ experience in IT and/or in consulting (Business and IT)
- Broad knowledge of IT management.
- Experience in creating and defining new technology concepts and solutions.
- Experience in Enterprise Architectures that align with and enable strategic goals and business strategy
- Excelling in positioning as a trusted advisor in complex enterprise environment
Knowledge and Skills
- Strong conceptual and analytical skills:
- Abstraction capacity - Be able to learn in new situations and to adapt acquired knowledge and facts, rules, and principles to new domains.
- Accurateness - Be able to Work neatly and precise.
- Analytical skills - Be able to identify a concept or problem, to dissect or isolate its components, to organize information for decision making, to establish criteria for evaluation, and to draw appropriate conclusions.
- Creativity - Be able to generate creative ideas and solutions, invent new ways of doing business, and be open to new information.
- Decisiveness - Be able to take decisions after having enough or complete information and act toward these decisions
- Dedication - Drive and accomplish goals.
- Didactical skills - Be able to transfer complex knowledge to other people.
- Diplomacy - Be able to communicate about sensitive issues without arousing hostility.
- Flexibility - Be able to deal with changed conditions, assumptions, environment, etc.
- Initiative - Readiness to act on opportunities.
- Leadership- Inspire and guide groups and people.
- Listening - Listen actively to understand information or directions and be able to provide relevant feedback.
- Negotiation - Be able to maintain a position in conversation with others and improve this position.
- Openness - Open to alternative directions, solutions, and opinions.
- Plan and organize - Make objectives and take actions to reach these objectives in an effective way.
- Result driven - Be able to realize objectives and results.
- Self-development - Reflect on your performance and goals, identify learning needs and development options, and develop knowledge and skills.
- Verbal communication skills - Use appropriate technical or business vocabulary to be able to express thoughts and feelings in a concise way and to respond adequately to others.
- Written communication skills - Write clear and accurate reports, letters and documents.
- Facilitation skills - Be able to facilitate workshops.
- Visualization skills - Be able to visualize architecture results
- Abstraction capacity - Be able to learn in new situations and to adapt acquired knowledge and facts, rules, and principles to new domains.
- Strong Experience in Sales Management, Business Development and consultative selling
- Strong Leadership attitude
- Strong English and local language knowledge (e.g. Hungarian/Czech Polish) required
- Knowledge in: BSM, ITIL, ITSM, Agile, SOA, COBIT, e-TOM
- Must be able to travel extensively
- Highly developed organizational and motivation skills
- Strong customer facing skills including top oral presentation and written communications skills
No salary provided
Posted April 03, 2015 at 03:35PM from LinkedIn http://ift.tt/1DuMFpQ
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