Senior Business Development Manager Compute - Defense

Location: Town of Belgium

* Develop new customers in the eco-system of the Belgian Ministry of Defense and develop new Defense suppliers in the BeLux market
* Provide support to the HPE account team for compute projects in the Defense ecosystem
* Develops long term sales pipeline to increase the company's market share in specialized area.
* Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
* Set direction for business development and solution replication.
* Creates and grows reference customers.
* Sell complex products or solutions to customers on a partnership basis.
* Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
* Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
* Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
* Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
* University or Bachelor's degree;
University or MBA preferred.
* Directly related previous work experience preferred.
* Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
* Prior selling experience includes multiple, diverse set of selling responsibilities.
* Viewed as expert in given field by company and customer.
* Considered a mentor of selling strategy, including designing strategy.
* Typically 8+ years of related sales experience in the Belgium public sector.
* Fluent in English and Dutch and/or French preferred.
* Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
* Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
* Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
* In-depth knowledge of client's business, organizational structure, business processes and financial structure.
* Considerable knowledge of the customer's infrastructure and architecture.
* Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
* Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
* Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
* Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
* Excellent project oversight skills.
* Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
* Utilizes Salesforce as an expert and accurately forecasts business.
* Successful partner engagement experience.
Works effectively with our partners to drive additional revenue.
* Understand and sells high value software solutions.
* Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
* Understands the leverage of services as part of strategic portfolio of products.
* Promotes services as part of all strategic opportunities.
* Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

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