Job Title: Applications Services Business Development Manager
Reference: 1186561
Employer: Hewlett-Packard (HP)
Description:
• Within the HP ES Applications business, the role of Business Developer is critical in driving our successful growth of the Applications Services Business, working hand-in-hand with both our Applications Delivery teams and our Go-To-Market/Sales teams.
• The role employs the candidate who has specific Industry Expertise/Applications Capability insight, in working with Sales & Solutioning, shaping applications opportunities for clients, building relationships and aligning HPs portfolio to meet client business needs. Using tried and tested business development tools, processes and backed up by a global footprint the role of Business Developer provides significant opportunities for serving HPs strategic business goals and for personal and professional development.
Opportunity analysis:
• Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs
• Identifies business value creation implications
• Identifies customer-wide IT and business parameters and constraints that impact the solution
• Identifies probable competition and evaluates relative HP strengths
Solution Planning and Design:
• Architects an appropriate technical solution to meet the customer's requirements
• Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy
• Adapts solution design to new requirements
• Establishes the validity of a solution and its components with both short and long term implications
• Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning
• Optimizes a solution to maximize HP competitive advantages
Client/customer relationship:
• Builds strong professional relationship with key IT and LOB executives globally
• Communicates the value of HP technology in business terms
• Understands and addresses CxO issues in relevant business terms
• Applies strong consultative selling techniques to advance opportunities
• Is perceived as a trusted technical advisor by the customer
• Manages problem resolution and customer satisfaction issues through strong partnering capabilities
• Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Account team collaboration:
• Actively participates with the account team in account and opportunity planning on a global basis
• Provides solution advice, drives proposals, presentations, and other customer communications during pursuit
• Transfers knowledge to account team
• Understands the roles and effectively directs other teams and resources within HP and partners
• Applies technical skills to identifying overlooked opportunities within the account
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
Qualifications:
Education and Experience Required:
• Technical University degree or Bachelor's degree; Masters degree preferred.
• Typically 12+ years experience in technical consultative selling and solution/account management.
• Technical and solution experience in IT industry.
• Experience in vertical industry such as Financial Services Institutions, Telcos or Public Sector.
• 5-10 years working experience in project/program management.
• Appropriate solution or career certifications.
• Deep industry knowledge (specific to Nigeria) and broad ABS portfolio knowledge
• Experience in building a pipeline of qualified opportunities and proposing solutions to senior client leadership.
Knowledge and Skills Required:
Technical/Solution acumen:
• Demonstrates expert knowledge of HP's technology & solutions
• Leverages HP solutions to support customer IT strategic directions, creating extensive customer business value
• Applies deep understanding of technical innovations & trends to solving customer business problems
• Establishes thought leadership in solution or technical specialty area with customers
• Demonstrated ability to work as the lead for large complex projects
• Has a high level understanding of the HP services roadmaps for multiple BU's, and deep knowledge in area of specialization
• Has demonstrated hands-on level skills with some of the technology
Business acumen:
• Demonstrates skilled use of financial and capital investment concepts in justifying HP solutions that create business value for the customer
• Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
• Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value
Solution selling:
• Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives
• Leverages deep understanding of the competition – both positioning strategy and technology – to create competitive advantage for HP
Job – Sales
Primary Location – Lagos, Nigeria
Schedule – Full-time
Job Type – Experienced
Shift – Day Job
Travel – Yes, 25 % of the Time
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