NA A&PS Business Development Lead

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

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 varied 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.

• 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 the company’s resources.
• Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client’s perception of the company as a credible partner through active persuasion and education.
• Consultatively & proactively positions the company early in deals to influence client strategy and shape deal (RFP) requirements towards the company’s strengths. Move towards Sole Source.
• Develops and champions the business justification for the company services to ensure a successful engagement based on critical case review.
• Actively educates & engages with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements & challenges to facilitate effective RFP/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.

• Typically 7+ years of experience in Business Development and 3+ years in developing new business opportunities with clients in services industry, preferably with the CxO level.
• Experience with Advisory and Professional Services preferred

• 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 deals.
  • 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 the company solution and Industry alignment.
  • Capabilities of the company’s partners (range and type).
  • Consultative selling (analysis, solution selling, relationship building).
  • The company sales knowledge.
  • Strong leadership skills.
  • C-level partnering, resource optimization, prioritizing.
  • Solution Skills such as vertical industry core concepts, processes, trends, and pressures.
  • Sales Skills such as negotiating, proposal development, and account planning.
• General Business Acumen.
  • Financially savvy to meet financial targets.
  • Advanced knowledge of company service product, particular vertical industry, particular service business area, or solution specialty
  • Knowledge & awareness of total company portfolio at value add level.
  • Strategic thinking/planning.
  • Creates the value proposition.

Accountability, Accountability, Action Planning, Active Learning, Active Listening, Bias, Business, Business Development, Business Growth, Business Planning, Coaching, Commercial Acumen, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Relationship Management (CRM), Data Analysis Management, Data Collection Management, Data Controls,…