Global Business Development Manager

Job Summary

Required Qualifications

• •Technical University or Bachelor's degree
• •5-10 years experience in technical consultative selling and account management
• •Sales and Services Entity (ES11)
• •Subject matter expert on competitive capabilities
• •Subject matter expert on Channel and Direct selling motions
• •Subject matter expert on all global related legal issues for outbound and inbound contracts
• •Subject matter expert on SOX compliance
• •Demonstrated ability to work as the lead for large complex projects
• •Solid credibility with HP's business units and account teams based on history of solid results and contributions
• •Adheres to SBC (Standard Business Conduct) and HP's code of ethics

Desired Qualifications

• •Expertise in contract negotiation, FX, MS Dynamics, PowerBI, B2B, ERP, and related technologies
• •Knowledgeable in competitive solutions
• •Applies productivity-enhancing tools and processes
• •Demonstrates breadth and depth of knowledge in aligning HP capabilities to client business and IT priorities, and positioning relative to competitors
• •Leverages existing engagements and run-rate business to seed and grow new opportunities
• •Maintains excellent communications with customer executive management across the globe
• •Global expertise resource for District Sales Managers and Global Account Managers to drive senior level customer engagement and sales
• •Collaborate and lead HP solution opportunities
• •Gathers and assesses customer global technical requirements within Global offer
• •Actively supports the account team with global solution input
• •Proactively delivers and presents customer Global Program solution set
• •Develop and establishes validity of the Global Offer (products, software, Device as a Service, Managed Print Services, Global System Integrators, B2B solutions) and ensure business solution has internal cross region global agreement
• •Negotiate pan HP business terms for global contracts and review inbound contracts
• •Provide expertise to the Sales Team during the life of a contract to maximize revenues and margin
• •Cross-regional coordination and management of all inbound opportunities from presales to won stage
• •Ensure global sales coverage for new or expanding accounts
• •Advise on e-Business best practices
• •Global program training lead to region global segment sales
• •Actively identifies opportunities to assist peers Regionally in area of expertise (e.g., writing white-papers, success stories)
• •Actively supports the account team with solution advice, proposals, presentations, and other customer communications
• •Analyzes and provides support to deals in the pipeline where needed
• •Understands the roles and affectively engages other teams and resources within HP and partners
• •Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
• •Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with HP's solutions
• •Adept at advanced sales negotiations and positioning
• •solution value under pricing pressures from customer IT and procurement professionals
• •proactive presentation of value solutions
• •Demonstrates strong presentation and communication skills at the executive level