Business Development Consultant - Travel & Transportation
HP - United States

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1203742

Description

  • 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 HP’s resources
  • Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client’s perception of HP as a credible partner through active persuasion and education
  • Consultatively & proactively positions HP early in deals to influence client strategy and shape deal Request for Proposal (RFP) requirements towards HP’s strengths. Move towards Sole Source.
  • Develops and champions the business justification for HP services to ensure a successful engagement based on critical case review
  • Actively educates & engages with others External Active Monitoring (EAM)s, Corporate Business Manager (CBM)s, Account team, Engagement Managers, Solution Architects, etc.) on HP Services (HPS) business solutions, deal requirements & challenges to facilitate effective RFP/Requests for Information (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
  • Assigned to develop one or more business areas with target revenue growth ~ >$50M (sizing numbers may vary by business measures & geographies)
  • Frequently participates in representing the organization to other businesses within HP and to external customers/clients.
  • Acts as an expert providing direction and guidance to process improvements and establishing policies.
  • Frequently contributes to the development of new ideas and methods.
  • Drives executive engagement for HP’s capabilities and lays the groundwork for commitment and planning
Qualifications

Education and Experience Required:
  • Typically 10+ years in the Services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level
  • Advanced University degree preferable
Knowledge and Skills Required:
  • 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 deal 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 HP Solution and Industry alignment

§ Capabilities of HP’s partners (range and type)

§ Consultative selling (analysis, solution selling, relationship building)

§ HP Sales knowledge

§ Strong leadership skills

§ C-level partnering, resource optimization, prioritizing

§ Solution Skills – vertical industry core concepts, processes, trends, pressures, etc.

§ Sales Skills – negotiating, proposal development, account planning

  • General Business Acumen
§ Financially savvy to meet financial targets

§ Advanced knowledge of HP service product, particular vertical industry, particular service business area, or solution speciality

§ Knowledge & awareness of total HP portfolio at value add level

§ Strategic thinking/planning

§ Creates the value proposition

Job

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Services

Primary Location

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United States

Schedule

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Full-time

Job Type

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Experienced

Shift

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Day Job

Travel

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Yes, 25 % of the Time

Job Posting

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Dec 11, 2013

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About this company
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Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...